Building Products Digest - April 1992

THE LUMBERAND PLYWOOD CHAMPION.

Ghompion REGIONAL SALES OFFICES

Champion's team is there to make you a champion, too.We invite you to call one of our reqional sales offices to oet all the facts.

Western Sales Office

P.O. Box 1593

Tacoma,WA 98401 (206)572-8300

Midwest Sales Office

Ramsev, NJ 07446 (201)327-9103

Northeastern Sales Office 800 E. Northwest Hwy One Cherry Lane Suite 329 Palatine, lL 60067 (708)359 2220

Southeastern Sales Office 7785 BaymeadowsWay Suite 302 Jacksonville,FL32256 (904)731-4550

Ghompion LUMBER PRODUCTS Ghompion PLYWOOD PRODUCTS

o Finish, Boards & Dimension o Sanded

o Shop & Moulding Stock

o Finger-lointed/Edge-glued Lumber

o Studs,Ties, LandscapeTimbers

e Specially Sawn Products

Medium Densitv Overlav

o Sheathing o Concrete Forms Siding

o Underlayments

o Specialty Plywood Products

Ghompion LUMBER & PLYWOOD MILLS

Abbeville, AL Camden,TX Citronelle, AL

Libby MT Swainsboro, GA Whitehouse, FL Bonne( MT Corrigan,TX Costigan, ME Lumber City, GA Roseburg, OR Waycross, GA

toofifng good

There's money in maintenance

orck pockcAr rolrr

How to sell complete projects

Knowfrdgr fr powor

Teach deck building basics

fmprov. tfor. protli

Set higher treated margins

rfgh wccor ln Torcs

Rain, flooding hurt dealers

Florldqprfco wart

Chains slug it out in ads

Evcrgonol dolnglc

Join in national promotions

CompufGr rcpfccos mcnpowGr ln trcstlng procass

New developments improve quality, help d-i-yer build better

Hotdvaro Is patc of a trutod wood rofos pocftogo

Suggestions to improve your sales of screws & fasteners

nltlclcnc gards - hcppfor cusGomGru, morG protlc

Consultant outlines ways to make better use of facilities

19 louthorn Attn. taffi

26 Pcrsonoft

t4 lfow Produclt

46 tow lftoroturo

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,4 Ad fndor

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Servlng thc lumbcrlZ& homc ccntcr markctr In l3 Southcrn Aator

PUIUEIEn David Cutler El|ll|li Juanita Lovret fEE|lCltIE E0ll0[ David Koeni0 C|ltll|lulll8 E0II08E Dwight Cunan, Gage McKinney, Ksn Thim, Wally Lynch fnT 0lnECI0[ Martha Emery SltFF IRIIEI Ginger Johnson CInCUUTI0]| Tracy Payne

EDITORIAL

Rising prices need an explanation

a S forest products prices have recently soared, I customer complaints over these increases have likewise soared. Each level of this industry needs to put these price changes in perspective if we expect to retain long term customers. It's not price gouging and we need to explain why prices are increasing.

It's not a question that lends itself to quick and easy "sound bite' answers even though the essence of the problem is a classic supply/demand imbalance.

For more than 20 years, government has been setting aside forestlands at an increasing rate, dramatically reducing the acreage that traditionally supplied wood fiber. This is expected to continue for the next few years at least.

The Environmental Impact Statement and the Endangered Species Act are devices beloved by the environmental lobby to slow and halt timber harvesting. Through public donations the preservationists have raised millions of dollars to support an

extremely effective public relations machine that perverts the real story. Despite playing fast and loose with the truth, they have nonetheless convinced millions that cutting trees anywhere, anytime, for any reason is a crime against nature.

Even at today's elevated prices, lumber is a bargain as its pricing has not kept pace with inflation. From October 1979 through December l99l consumer price inflationwas83.4%. By that measure, Douglas fir prices in December should have been $602 per thousand board feet, over twice the actual price.

Higher forest products prices are expected as demand increases this year. Increases so far have been supply driven, now demand is anticipated to add its lift to the increases.

For the industry's long term health, it's essential customers at all levels are told our supply/demand story. They need to know that we're not the bad guys in this scenario.

TUMBER

't" Yeflow Pine Boords 'C','D', #2

'1" Yellow Pine Boolds (Potlerns)

2x4

Yellow Pine

1',2',

Yellow

Yellow Pine Premium & Decorolive Sidings

Wofeboords

Fir Sonded & Fir Sidings

Hordwood Plywoods

Hordboord Sidings

-

Treoled Plywoods Avoiloble

marketr In l3 Southern .tate.

DAVTD ('UTt,ltR publisher

thru 2x12 #1, #Z #3 S4S

4,6" Yellow Pine Wolmonized

'1" Ponderoso Pine Boords'C', 'D', #2, #3

2" Doug Fn #2 & Betler, Utilily

2" Spruce Pine Fir #2 & Better, Utility Redwood & CedorInvenlory 3200

Yellow Pine CDX & Slurdifloor

Pine BC Sonded

Temple & Mosonile #1& #2

LTL Orders Welcome

(Steve Jockson, Lloyd Wheeler) (903) s9s-2102 .

REOMMEND WOODPruS NDYOU'LLMEET ALfiOF RE$Sru(E.

RESISTS: WATER CRACKING SPLIIIING WARPING MILDM TERMIIES ROT

DKAY AND CUSTOME R COII|IPIAI NTS!

W th rts bu t-rn waler repellent, WOOD PLUS J reS ,O,r C-StOre"S q;altry otessure treated umber that resrsts dete r orat onw th no costly maintenance. And ts guaranteed for 50 years b, CS B-t perraps tle best advantage of WCCD PLUS s what you don't getcustomer ca backs.

Repels Water. . .Guaranteed 50 Years!

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Versatile UltraWood, lt's paintable and stainable to match your customer's outdoor color scheme,

And, you'll experience fewer

costly "call-backs" and more customer satisfaction with UltraWood.

See your nearest dealer or call toll-free 1-800-421-8661 to learn more about UltraWood,.. Before you build!

Deck maintenance opportunities for dealers

By Bruce R. Palmer Manager, sales and marketing Cox Wood heserving Co.

al UESTIONS on deck maintenance

$frequently outnumber questions on deck construction at deck clinics and onhome improvement radioshows. Homeowners have become increasingly concemed about the appearance of older decks. Retailers can convert this concern to additional sales and greater customer loyalty.

By offering both construction and maintenance tips, suggesting maintenance products and reminding customers of maintenance schedules, a dealer can help both his customers and profits.

Stullat a Glance

Ways to respond to questions ondeckmaintenancc .construction tips, information about sealants, water repellent trcated wood... how to develop follow-up sales and maintenance service.

Lumber properly pressure treated will last for decades, resistant to structural damage from termites and fungi. But weather, the continual alternating of wet conditions and drying sun, affects the appearance of the wood. Swelling, shrinking, warping, grain raising and cracking are natural responses to wet/dry cycles.

Fortunately, there are steps that consumers can take to minimize moisture damage. Helping consumers with those steps can benefit dealers in generating repeat business, customer loyalty, sales and profits.

Begin by providing customers with building tips that will minimize later problems. You can reduce eventual

maintenance for customers by advising them of sound construction techniques when they buy their lumber. This also gives your customer a favorable impression of your yard's expertise. He'll see you as being knowledgeable and helpful. Furthermore, sharing hints will give him more realistic expectations and will relieve you of some responsibility when maintenance is required.

Here are some construction hints that will be appreciated:

r Avoid long spansbetween support points

r Use enough nails2 across a 2x4,3 ona2x6

o For greater holding power, use ring or spiral shank nails or wood screws

r Consider using a weatherproof wood adhesive such as PL500

o Lumber widerthan 6 inches should not be used as a flat surface

In addition, encourage the use of a good sealant. Most homeowners are now aware that moisture will harm the appearance oflumber. This provides an excellent opportunity for a tie-in sale. When customers buy treated lumber, suggest that they purchase sufficient water repellent to coat the wood. This could lead to additional sales ofbrushes, rollers or sprayers.

As an alternative you can offer water repellent treated wood. Treated wood is now available with a built-in water repellent. Wolmanized Extra built in water repellent is the brand we use in all of our DuraPine by Cox decking products. These decking products are pressure-impregnated with a water repellent as well as CCA preservative to better stabilize the wood and control moisture effects, then dried after treatment. Nationally, sales of water repellent treated wood have increased significantly over the past two years even though sales of treated wood have fallen

somewhat. However for maximum surface protection, even water repellent treated wood should be coated periodically with a topical sealer.

You also can develop a program to give deck buyers timely reminders of maintenance. Keep track of when homeowners purchase lumber for a deck. After a year or so, send them a note about the value of periodic maintenance. You might even offer a special "deck customer" discount on water repellent. Such reminders can generate sales while maintaining positive contact with your customers.

Another option is to offer deck maintenance service. Many building material centers are getting involved in installed sales. Why not maintenance? Deck maintenance requires relatively little investment and no exceptional skills. A deck maintenance crew can clean decks and apply water repellent and stain to save time and trouble for homeowners.

A dealer would have an excellent prospect list from information collected when lumber is purchased. He would know whom to contact and when. After maintenance work is done, the supervisor could leave behind a $5 gift certificate to promote a visit to the store.

A dealer who takes advantage of the need for deck maintenance will not only add to his sales, he'll reduce complaints, build good will with existing customers, and possibly add some new customers.

1O tips that selldeck packages

By lrrrel Rcdd Markcting Spccialict Chcsapeakc Wood Treating Co.

rJ HERE'S a growing trend for famiI lies to invest time and money on home improvement to raise home values and enrich their quality of life. Sometimes called the'cocooning effect," people are choosing to forego vacations and spend their money on a privacy fence, game room, or a deck with hot tub. The excessive consumer spending that typified the I 980s is gone. In the 1990s, 'family" and "value" are the watchwords.

This shift in values is a boon to home improvement centers. It presents unparalleled opportunities to streng-

then a store's customer base and increase bottom line sales despite present economic conditions.

With money tight, many familyoriented do-it-yourselfers are tackling outdoor projects which might have been contracted out in better times. Home improvement retailers report increasing numbers of d-i-y customers in their stores.

Retailers should target their sales

S:toryat aGlatre

Ways to loln thc "cocoonlng " movcment. .. show how dcckg ralsc rcsalc valuc usc computcr dcslgn, advcrtislng, cllnlcs, contc3ts, suF pllcr hclp and quallty products to lncrcasc aalca and p|oflts.

messages to this growing audicnce by positioning remodeling projects as opportunities for customcrs to improve theirfamily's quality of living. By appealing to a customer's deeply held values, dealers can convefi sales of building materials, such as lumber, fasteners, water repellents and deck accessories, into comprehensive deck packages and other major home improvements.

For instance, emphasize the investment value of decking in resale potential. On average, a homeowner can expect at least an 82% return on his initial decking investment whenhe sells his home, depending on the size, shape and distinctive attributes of the deck. Appraisers say that a deck will incrqrse a home's property value between $3 and $7 per square foot of the deck, with the average upgrade being $5.

Comprehensive deck packages provide a shategic sales advantage for advertising and point-of-purchase materials. Some of your suppliers will provide a complete advertising campaign to help you market the decking packages. For example, Chesapeake Wood Treating offers Wood + Plus stocking dealers television, radio and print advertising, point-of-purchase brochures and banners, deck clinics, and sales training tapes for store personnel and contractors.

Here ate 10 tips for selling a comprehensive deck package:

Design: Provide an easy-touse computerized kioskto help a do-ityourselfer draw up his deck plans. He has the opportunity to select customized deck styles and shapes, railings,

stairs and other accessories to blend with his home's architecture. Two designs can be projected on the screen simultaneously, so costs as well as appearances can be compared. When the design is complete, the computerized system prints out a list of decking materials and their cost.

121;#iil"ff;-Til"'ilii;?,';

ease and practicality ofbuilding a deck. Take-home booklets provide your customers with detailed step-by-step instructions as well as construction techniques for building various deck styles, shapes and sizes. Many suppliers provide these materials at no charge. (31 ?"T.T.ftT;;ffTiilTi"l

cal supplier. For large audiences, use tv monitors to assure a good view of the speaker and deck-building demonstration. Retailers who've implemented this type ofeventreport intense buyer interest with audiences of up to 450 people. Have plenty of water repellent treated lumber, deck fasteners, adhesives and other needed supplies in inventory to satisfy on-the-spot demand.

l4ll,:'*;"i;r,H:3T,""Y;l"J:

tory of high quality decking products. Marketing studies show that point-ofpurchase materials have the potential to become the number one selling tool for home center retailers. Mobiles and banners are preferred due to the vast size and high ceilings in most home improvement centerc. However, other popular marketing components include counter and shelf units, window and door signs, floor stands, shelf talkers and danglers. Many suppliers provide these at no charge.

(51 r;Ti*"$:':il'i:"ffi:

nents: A recent independent research study reports kat 8O% of consumers surveyed prefer water repellent pressure treated products; 65% willpay up

'i'+'f i:lil:

s

to 25% more for these features. Consumers are attractedby the longterm guarantees or wananties available with pressure treated water repellent wood. Lumber requiring brush-on applications of water repellent substances which must be repeated every one to two years are less appealing. (61

ing relationships with browsing shoppers. Designate specific weeks in which salespeople can earn points for selling comprehensive deck packages. The greatest number of points wins an attractive prizea weekend trip or home applianceand the salesperson is recognized for an outstanding performance.

vertise the contest with the deck clinic in local media to ehcourage attendance and build store traffic.

( 8 I :Tifil[,"*i?fJ:f:,,3'ff;

balusters, spindles, deck posts, stepping, hand rails and other deck accessories. Customers will perceive your store as their one-stop-shop for all decking materials.

( 9 I ff:'i:'*ilt'$i;f,T:::

for various sizes and shapes ofdecks to assist a customer's decision-making process and retain sales in-house.

171 llriB::,illxltf,til,s::; ( I ol il:ff-"":H'?:1"i,:",T::

other designated time frame, conduct a drawing for a free deck package. Ad-

to customers who purchase a complete deck package.

LUMBER carts loaded with lreated wood sales can become the norm in your store if you incorporate the ideas in this story.

Deck clinicsl the pertect sales opportunity

EARLY three-fourths of all decks are built by the do-it-yourselfer, your customer. He often doesn't know where to begin, but a deck clinic offers an opportunity to gather needed information.

related products and generating customer loyalty.

"Putting on a successful deck clinic is not as difficult as you may think," explains Pat Simpson, host of the nationally syndicated "Backyard Amer-

detailed preparation, Simpson adds. Clinics usually last from 45 minutes to an hour, but preparation begins days or even weeks in advance.

The first step is selecting an appropriate location. "At first glance, there may not seem to be a lot of good places for a clinic in your store," Simpson advises. "Consider the break room, the receiving room, the warehouse or an area in the back of the store. It's important that you have a spot with plenty of room. Plan for more people than you think you'll actually get."

The clinic area should be neat, clean, safe and free from distractions. Telephones, intercoms, passing forklifts and even routine foot traffic can cause disruptions. Do the best you can to ensure that the area is relatively quiet. You may need to add heaters, fans or lighting to make the area more comfortable, according to Simpson.

He recommends staging a deck clinic on Saturday around l0 a.m. "Be sure to check your local community calendar to see if there are conflicts," he cautions. "Ifthere is a big event scheduled, you will want to change your date. Tuesday, Wednesday and Thursday eveningsstarting atapproximately 6:3O or 7 are good alternatives."

Advertising the deck clinic in both the store and local media is essential to ensure good attendance. Begin about three weeks before the date. The local radio station is another way to spark interest. Stress date, time and location in all advertising.

"A series ofdeckclinics I conducted at Big Tin Barn stores in the Houston, Tx., area drew thousands trf potential customers because of an aggressive promotional campaign. They used direct mail and radio advertising with tremendous results," Simpson said.

Clinics are a valuable opportunity ica"televisionshow."Oneofyoursales to instill in your customers the confi- people can easily learn to give the predence to build a deck while increasing sentation." your sales ofpressure treated wood and The success ofthe clinic depends on

In setting up for the clinic, plan seating for up to 50 people with additional seating available. Seating can be folding chairs or something as simple

ROW on row of interested spectators filled a tent for Big Tin Barn deck clinic hosted by Pat Simpson in Houslon, Tx.

as 5 gallon buckets of dry-wall compo-und with2'xl2'boards laid on top. Use duct tape to cover the joints, Simpson advises.

At least one tv screen for viewing the video is needed with two or more if the crowd is large. Locate the tv screen approximately five feet above the floor. Make sure the vcr and tv are in good working order before the clinic, Simpson stresses.

Set up a display ofrelated products such as water repellents and stains, tools, hardware, adhesives and saw blades and refer to them during the presentation. Samples of a treated 2x6 with a warranty tag attached, treated lattice and specialty products such as spindles, rails and pre-cut step stringers also should be on view.

Hand-out materials include instructional booklets on decks, other outdoor projects, related products and Consumer Information Sheets. "Instead of having hand-outs lying around, I recommend using them to greet your customers," Simpson points out. "Put them inside a give-away nail apron or in a paper folder to give to customers as you welcome them to the clinic."

Story at a Glance

Step by step directions for stagingadeckclinic ways to sell up... how to close a sale and keep customers coming back for more.

maintain contact with the customer. Door prizes and refreshments encourage attendance.

The actual clinic presentation includes four major elements: the greeting and introduction, the project presentation, the wrap-up and selling. Simpson recommends that the clinic presenter greet customers arriving for the clinic and inquire abouttheirproject ideas and needs in orderto address their specific concerns.

Much of the information is conveyed through the videotape which covers the

made during the presentation and answers final questions. After the door prizes are awarded, those attending should be invited to discuss their projects with a salesman one on one.

"After you have presented the information the customers need to build a deck, you have a unique selling opportunity," Simpson said. "Your customers may not have realized prior to the clinic how many options are available for building a deck and now is the time to encourage add-on sales and exhibit your cornmitment to customer service. "

A table with extra brochures, blank paper and pencils should be set up near the entrance to the clinic area. Have name tags so that the presenter and the staff can greet the customer by name. Posters and banners can decorate the area as well as identify the location for those planning to attend. They also can attract attendees from other customers. Announce the starting time on the store sound system. Arrange to have qualified people on hand to do deck estimates and take-offs. Extra lumber carts in the area are also a good idea, Simpson says.

Customer registration, door prizes and refreshments also must be arranged. Pre-registration helps in preparations for the clinic, but either way, the names and addresses provide a good way to

correct construction procedures for building a deck. The presenter must preview it to be able to answer any questions which come after the showing. Pressure treated wood type3 and grades should be reviewed with emphasis on the warranty and safety. Fasteners, pressure treated deck accessories and stains and sealers also should be covered. General questions should be answered with specific problems referred to the presenter or sales staff after the presentation.

The wrap-up summarizes key points

"By making afewsuggestions, you'll encourage them to consider all their project needs, and ultimately increase the total sale," he continued. "Upselling is anotheropportunity to increase sales. This means you suggest products that may better suit the customer's needs even though the price is higher. Make them aware of options that are a better value in the long run."

"Be sure your customers know where to find featured products in the store and have plenty of sales help," is his final advice.

PAT SlilPSON, 'Backyard America'tv host, recommends ananging related merchandise on a step ladder for visibility and attention.

How to get higher treated margins

By Huck DeVenzlo Managcr, Advg. & P.R. Hickoon Corp.

It OU can make more money on I pressure treated lumber. Don't feel trapped by low price pressures.

At many lumber yards and home cent€F, pressure heated wood has become a commodity-type product, or close to one. It's a high volume, low p,rofit item. Fifteen years of consumer demand growth prompted building material outlets to add treated wood to their inventories. Now with nearly all lumber dealers carrying treated products, demand has quit growing. Competition is tougherthan ithas everbeen. The pressure on treated wood prices is intensified by the emergence of mass merchandisers.

While probably no dealer has been immune from competitive pressure, some dealers have been successful in preserving reasonable margins. Their secret? If you don't want a product to be treated as a commodity, don't treat it as a commodity younelf.

You have to make your product different from the rest. You have to set it apart in name, features, display and advertising. This differentiation is not difficult. A good supplier can furnish considerable help and you can improve your margins handsomely.

(1) Stock brand name material.

A known brand gives your customer confidence in the quality and safety of

treated wood. Generic wood and unfamiliar brands are not going to boost your margins or reflect well on your store. Which would you be willing to pay more for: Coca-Cola, Dave's Cola or an unmarked can? Stock brand names and advertise them by name.

(2) Offer speciel prcductc.

Consumers will spend more for an item thatsaves them time orhas a clear benefit. Carry value-added treated products such as pre-cut step stringers, spindles, newel posts, mailbox kits, weather resistant lumber and prestained wood.

(3) Promote projects, not products.

Highlighting lumber prices in ads causes consumers to use price as the main measure for comparing stores. Instead, focus on product differences and benefits, and promote projects. Homeowners don't really care about the price of a2 x 6, but they do care about the cost of a new deck. Offer deck packages that include hardware and building plans. Throw in an instructional video tape, or a discount on stain.

(4) Put your treated wood where it gets respect.

If your treated wood is in the farthest comer of your yard and unprotected against weather, your customers will have low regard for it. To make more money fromtreated wood, give it some respect. Indoor supplies should be in a welllit area like your packaged goods. Outdoor racks should be accessible without a four-wheel-drive mud monster.

(5) Keep an orderly yard. You'll have a hard time getting higher margins if consumers see broken bundles, individual pieces scattered on the ground, steel bands lying around, and trash littering the area. Demand goodJooking, even bundles from your supplier. Then stack them neatly. Tell your yardmen that maintaining the lumber area can bring in more profits and see that your yard is orderly.

(6) Mrkc urc of polnt of punch.se mrtcrlrb.

Pooterr, litcraturc racks, dcck displays and pamphleE c8n hclp cnctomcrs undcrctand the fcaturcc of your Ecatcd wood. Such itcms also cncouratc consumcn !o build morc projccts. If you're not doing so now, get building plans and p,romotional matcrials from your heatcd wood supplicr. Display litcraturc promincntly and kcep racks filled. A sloppy or half-cmpty rack lcaves an undcsirablc imprcssion.

(7) Treln your countermen.

It's not easy to have a knowlcdgeable staff. You suffer continual turnover of personnel and you carry thousands of SKUs, but helpful, informed countermen can have a significant impact on your bottom line. Ifa prospective customer wonders why your treated wood prices are higher than a competitor's, a trained salesman can explain the differences: brand name, lifetime warranty, lumber grades, retention levels, built-in water repellents, etc.

Nearly all recent surveys indicate that while consumers are buying conservatively, they are willing to spend money on quality products. Yoursalesmen can sell higherpriced wood if they can explain the benefiis. Competent salesmen can also take advantage of cross merchandising opportunities.

StonJat aGlarre

Techniquce for selllng trcated wood a3 a spcclalty ltem . .. namc brand matcrial, prolect selling and promo' tional activitics to increase ]€turns on sales.

(8) Conduct a deck clinic. Sponsor a deck clinic. With some planning and promotion, you can effectively differentiate your treated wood and your store from others. Your treated wood supplier should be able to help you with ideas and presentation materials.

(9) Hold a program for contractors. Make sure your professional customers and prospects understand the features of your treated wood. Have a product seminar for pros or host a contractors' breaKast. Supply information that contractors can pass along to their customers. At a minimum, contact builders with a mailer or include flyers with your monthly invoices.

ATTRACTIVE displays reinforce mncept that treated wood is a specialty product wodh more money than a commodity item.

NtrWSER[trtrS

Co* Itmbcr, St. Pctcrsburg, H., opctrcd r ncw @nhactor yad in Palm Bay, Fl., and is adding a door and trusc plrnt to its Punta Gorda, Fl., opcatione and a millwork shop and tegional officcs in Otlando, F|.... McCoy's Building Supply Ccntcrs operred its 98th unit in West Monroc,La.,TerryMoslcy,hgt.

Builders Square has begun construction on the first of three new 135,000 sq. ft. stores planned for San Antonio, Tx., and a 125,390 sq. ft. unit in Sawgrass Mills factory outlet shopping centcr, Sundse, Fl. . . Builders Express, San Antonio, Tx., is liquidating under Chapter 7 bankruptcy (see story p. 48)

Hechinger will open at least 13 Home Quarters lAarehouses this year including three in Louisville, Ky., by late summer and two in Memphis, Tn., this spring a Home Quarters opened in Raleigh, N.C., to replace a Hechinger unit . seven IlQs will be renovated including Tidewater, Va., Charloffe, N.C., Columbia, S.C., and Augusta, Ga....

Lowe's plans to close ot consolidate 123 smaller stores in a four year restructuring plan with Spartanburg, S.C., and Greensboro, Monroe and Asheville, N. C., among the frst new super stofes new stores opened in Oxford, Al., and Seneca, S.C.; Spartanburg, S.C., converted to a contractor yard; Mauldin, S.C., and Doraville, Ga., closed; a Bristol, Va., location is being considered.

Home Depot will open 10 new stores in the southeast this year; Mobile, Al., and Doraville, Ga., held grand openings; Manatee County, Fl., and Loudoun County, Va., sites were approved and a Cobb, Ga.,

location is undet considcntlon; r accond Austin, Tx, Dcpot opclts this month.

Stripling Blakc,Austin, Tx., will opcn a 20,000 sq. ft. additiosl at the main store ncxt month, rcplacing the building lost to fite last yeat, and renovato thc exteriors at two other Austin unis Foxworth-Galbraith will relocate its Templc, Tx., stofe

Sutherlands Lunber Co. is doubling the size of its T\rlsa, Ok., store Scotty's,Cape Coral, Fl., started a $ 1.2 million expansion. Sminy's 610 Home Center, Stafford, Va., is remodeling.

West Building Materiaf,s, Griffin, Ga., completed a majorrenova- tion.. . E.C. Barton & Co. has purchased Childers Supply, Seagoville, Tx., from Mary Childers and is operating it as Union Salvage, David Stiles,mgr....

New owner Houston W. Orr opened Rector htmber Co., Rector, Ar., (formetly Simmons ltmberCo.) after a complete remodel Frank Paxton Lumber, /nc. sold its Sherwood, Ar., yard. Grand Country Homeworfts, Grove, Ok., is expanding.

281 Lumber, Longview, Tx., bumed in a fire believed tobe caused by an electrical short Rossoz Home Center, Wagoner, Ok., was destroyed by a fire ofunknown ori9m...

Home Depot stofes in metro Atlanta, Ga., will offer installationsales (see stoty p.22) - . Hechinger Co. sold its accounts receivable busi-

lll. !o t Gicnaal El{,('I|lc eilut Corp. tffilitufc $Hlndlllm'.

Stnrp illCIrr.la&.rfry Compny of Amcrica will add e thid Mcrrphir,Tn.,plrnt , , ,Inur-CltyProduc'tt Corp,r leVagnc, Tn., b now includcd in thc Twno Stock Bxchangc 3Q0 Compodtc tldgr. Ccco Door PTod,tctttwbcprr purchescd by llniutl Donlnlon Inifusrria,r; thc crlc lncllodrr'Ccc{lflrad;sor Door, Littlc Roch Ar.i and Dsco Entry Systcrns, Dlcbqit, Th.

Potlatch Corp. wlll build e $27 million rcplaccmcnt sawmill in Warrcn, Ar. . . . Roy O, Martin Itmber Co., Pincvillc, [a., rnd the U.S. Forest Scrvice swappcd land withthe lumbor company tcceiving 15 patcols of national forcst land (l,l l0 acres) in exchangc fo,r 8 parcels totaling 1,554 acres . .

Central Builders Suppties had record sales for the ninth consecutive year, reaching $324 million B uilde rs Sq uar e sales inqeased 7 % in 1991 Home Depotlad$24g.z million l99l profit . GAFhad a $5.1 million fourth quarter net loss.

Allgeier Computer Corp. opened a sales office in Dallas, Tx. . Lo uisiana - Pacr.ltc is seeking a southeast location for a Naturo Guard insulation plant.

Eastex Forest Products, Houston, Tx., has added ACQ to their treatingservices...

Lakewood Treating Co., Newberry, S.C., is the first plant to use the new pumpable UltraWood process. Mannington lYood Floors is building a $2O million plant in Epes, A1....

Single family housing stafts l""p"d 1,5% nFeb.(atestfigs.) pushing total housing starts up 9.6% to an annual adjusted rate of I ,304,000, the biggest increase in a year and the highest level since March 1990 building permits rcse4.4%

:Youacustorners demand *

Join the Cox team and provide the most respected products in:

Dried after treatment Wolmanized@ wood that insures maximum chemical fixation

'Wolmanized@ [l6sm weather resistant lumber

Outdoor@ wood with built-in water repellent

DuraPine@ premium decking

Edgefield pla1ftrv premium decking

Shore'" wood

Island@ furniture

Dricon@ FRf wood

Signode@ strapping

Laminated beams

Timbers, poles & posts

PIus industry,leading Cox services:

Five plants to serve you better

Complete remanufacturing facility

On-time and quick delivery

TSO - .25,.40,.60, .80,2.50

Field service representatives for personal attention to your needs

Promotional support-brochures, POP. deck clinics

o Product and sales training seminars

Waather-Rcalstant Lumber

CALENDAR

APRIL

Notlonel Dimencion Manufscturers Asaoclrtlon - April 1l14, annual mceting, Pcrdido Beach Hilton, Orange Beach, Al.

Southern Forect Products Assocletion - April 14, rcgional mectings, Columbia, S.C.; April 15, Ralcigtr/Durham, N.C.; April 16, Richmond, Va.

Atlente Hoo-Hoo Club - April 20, steak cookout/scholarship ptescntation, Chastain Park Legion Hut, Atlanta, Ga.

Magnolie Hoo-Hoo Club - April 24, meeting, Jackson, Ms.

Nationel Hardwood LumberAcrccietionApril25-28, spring board meeting, Longboat Key, Fl.

American Institute of Timber Construction - April 26-28, annual meeting, Sea Pines Resort, Hilton Head Island, S.C.

Kentucky Lumber & Building Meteriel Deelers AssociationApril 27, spring board meeting, Executive Inn East, Louisville, Ky.

National Hardwood Lumber Association - April 27-May l, lumber grading short course, NHLA Hq., Memphis, Tn.

Cotter & Co. - April 27-Mey 8, buying show, Cotter & Co. Hq., Chicago, Il.

Hardwood Plywood Manufacturers Association - April 30May 2, spring conference, Scottsdale, Az.

Lumbermens Association of Texes - April 30-May 3, annual convention, Henry Gonzales Convention Center, San Antonio, Tx.

MAY

Virginia Forestry Associetion - May 1-3, annual meeting, The Iefferson Sheraton Hotel, Richrnond, Va.

National Paint Distributors Inc.May 4-8, annual buying show, PGA National Resort, Palm Beach Gardens, Fl.

National Building Materiel Distributors AssociationMay 79, executive management conference, Scottsdale, Az.

Kentucky Lumber & Building Material Dealers AssociationMay 9-10, annual public building material auction, Kentucky Fairgrounds & Expo Center, Louisville, Ky.

American Hardwere Manufacturers AssociationMay 1013, annual hardware industry convention, co-sponsored by National Retail Hardware Association, Hyatt & Sheraton hotels, Phoenix, Az.

Atlsnts Hoo-Hoo ClubMay 15-17, mini-convention, Jekyll Island Club, Jekyll Island, Ga.

ServistarMay 15-19, spring market, Baltimore, Md.

Moore-Handley Inc.May 16-17, market, Palmetto Center, Greenville, S.C.

Ace Hardware Corp.May 16-19, spring market, Dallas Convention Center, Dallas, Tx.

Hardware Vlholesalers, Inc. - May 16-19, spring market, Indiana Convention-Exposition Center, Indianapolis, In.

National Forest Products AssociationMay 17-20, conference, Loew's L'enfant Plaza Hotel, Washington, D.C.

National Particleboard AssociationMay 17-20, spring meeting, Cloister Hotel, Sea Island, Ga.

North Americen Wholesale Lumber AssociationMay 17 -2O, l0oth annual meeting, Broadmoor Hotel, Colorado Springs, Co.

Magnolia Hoo-Hoo ClubMay21, golf toumament, Deerfield Country Club, Jackson, Ms.

Florida Lumber and Building Material Dealers Association has invited New YorkYankees' owner George Steinbrenner, former Secretary of Labor and president of the American Red Cross Elizabeth Dole and political humorist MarkRussell to speak at the annual convention and buying show.

More than 2,500 delegates are expected to celebrate the association's 73rd anniversary at the Sept. 24-26 meeting at the Marriott World Center, Orlando, according to Terry L. Jalbert, meeting plarurer.

Mississippi Building Material Dealers Association installed lulia Banks. Simpson, Stepp & LottLumber Co., Greenwood, as president at the 66th annual conventionFeb. 13- l5 attheRoyal D'Iberville, Biloxi.

Also installed: James Burnett. MidSouth Lumber & Supply, Vicksburg, lst v.p.; Ken Cavin, Stahlman Lumber, Natchez, 2nd v.p.; Kenneth Breland, Breland Building Supply, Philadelphia, national board member; Charles Patterson, Patterson Lumber & Home Center, Kosciusko, alternate.

Executive committee: Ioe Alexander, Janette Breedlove, Nancy lrby, Dwight Long, Charles Patterson, Curtis Seay. Directors-north: John Letchworth, Max Johnson, Marion Jordan, Tom Wiggins, Jerry Yeazey, Brooks Reynolds Jr., Arthur D. Spratlin, Wayne Banks, Lee Nabors. Direc-

SOUTHERN ASSOCIATION

tors-central: Dale Joiner, Horace Scott, Larry Weston, Bill Kimbrell, Carl Fountain, Ray Gibson, Ken Morris, Steve Breland, Wilmer Daws. Directors-south: Dave Stafford, Ted Allen, Trudy Pierce, John Cloy, John Chenault, Dee Simmons, Lynn Moak, Ralph Wicker, Louis King. Advisory board: Hal Parker, Harry Carter, Wayne Evans.

Approximately 475 people registered for the convention with sales on the exhibit floor totaling $ l, 162,69 l. Georgia-Pacific received the best booth award. Dwight Long, Dee Simmons, Wayne Banks, Kenneth Breland, Barnett Phillips, Lynn Moak, Horace Scott and Charlie Irby won dealer prizes.

Mid-America Lumbermens Association members in OHahoma and Arkansas will participate in the "Lumber Grows on Trees" promotion April 24-26 to call attention to lumber as a renewable resoutce.

Dealers are planning special celebrations, promotions and advertising. Shirts, caps, buttons and sweatshirts with the logo suggested by Tim Cavener, J. D. Branscum Lumber & Home Center, Ada, Ok., are available from the association office.

Oklahoma Young Lumbermen named Doug Walker, Crescent Lumber, Crescent, chairman. Mike Curtis, Britton Lumber & Supply, Oklahoma City, is co-chairman.

The fourth annual OYL educational weekend in Oklahoma City the last weekend in lanuary included tours ofDelta Faucets and Midwest Wood Treating. Roger Davis, directorof forestry, andGina Childs, urban forester, both Oklahoma Department of Agriculture, and Bill Rabb, Southern Forest hoducts Association, presented educational programs emphasizing conservation in rural and urban areas of Oklahoma.

(Continued on next page)

\\NU Installing the ProfitMaster point of sale system is like having Superman behind your check-out counter. All of a sudden he knows exactly what's in inventory. He can "package sell" a redwood deck as a unit and easily capture all the component stock information. He eliminates the need to batch enter the day's in. voices. And he serves your customers with increased speed and accuracy. You know, a lot of computer companies talk about a good point.of.sale system. But ProfitMaster delivers. Ask us. We'll give you an

Sqilhrm Arelrtbn lfowf (Contlnued

from previous page)

Louidane Bulldln3 Moterhl Deelerr

Aosocietion exccutivc committee and board of directors approved Cleorge Kellett, Cleorge Kellett & Sons, New Orleanc, to fill the unfinished term of president A. J. Harris.

Harris rceigned after leaving Baton Rouge Lumber Co., Baton Rouge. He had becn with thc firm for 30 years, most recently as president.

Kentucky Lumber & Building Melerial Deslers Aeeocietion president for 1992 is John McCormick, McCormick Lumber Co., Mt. Sterling.

Other officers elected al the lan. 22-23 conventionat Fort Mitchell:Terry L. Barncc,

Indcpendencc Lumbcr & Supply, lndcpcndence, v.p.; Dennir Bratchcr, Cecilia Center, Elizabcthtown, eecretary/treaaurer. Directors: Bill Baker, Terry L. Barncs, Ocrald Boland, Dennio Bratcher, Harold Bratton, Bill Bucher, Mitch Corneliue, Bruce Humphrey, Robcrt Hunt, Ken Lawson Jr., John McCormick, Wesley McCoun, Freddie McWhorter, Gerald Scott, Kcnny Stout, Iewel Vicc. Aesociate direclors: teff Bantz, Waync Jones, Clene Mueller, Rick Walz.

Dyke Industries received the best booth award at the buying ehow, Don Hellmann, Hellmann Lumber Co., the I l0% award.

KLBMDA is sponeoring the second annual public building materinls auction Mny 9-lO, l0 a.m. at the Kentucky Fairgrounds and ExpoCenter, Louisville. Final arrangements for this event will be made at the spring board meeting April 27 at the Executive Inn East. Louisville.

PAST presidents Gery Eoland and HeD Woils al KLBMDA dinner honoring past prosidents during convenlion al Drawbridge Inn, Fort Mitchell, Ky.

Oklehoma Lumbermen's Associelion'c 1992 president Mike Nix, Nix Lumber Co., Oklahoma City, will work with v.p. Glenn Nusz, Resident Lumber Co., Edmond.

Directors: Tom Watson, district l; Ioe Parks, district 2; Bink Stafford, district 3; Bob Donaldson, district 4; Jim Pennington, district 5, and Tom Blackburn, district 6. Associate directors at large: Dale Fuzzell and David Canty.

FEA

More than 80 dealers attended an Oklahoma Lumbermen's Self Insured Workers Compensation Insurance Group meeting

(Please turn to page 48)

Theated lumber for the new millenium .

Mellco leads the industry with select quality treated lumber products and innovative marketing programs. We'll help take your business into the next century way ahead of your competition.

Discover higher margins and more satisfied customers. Ask your Mellco representative or give us a call!

KENTUCKY 1992 convenlion snapshots: (left to right) Powell, Kitty McCoun, Don Hellmann, Terry Barnes.

Bill Bucher, Fanis Dills, Pat Ballard, Bob

ffiOfUsAs IlourNMResoure

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lire Pacifrc Lumber Cornpany

ANTHONY

WOOD TREATING, INC.

Floods Add To Texas Lumber Woes

The early March storm that caused heavy flooding in the Houston, Tx., area before spreading to other Southern states caused continuing headaches for already drenched lumber dealers.

Whi le no yards reported damage to their businesses, some were stranded. "It flooded so we couldn't go south or north and nobody could get to us," said Yance Montalbano, Montalbano Lumber, Houston.

Fortunately, the area drained quickly. Meanwhile, clean up, repair and replacement products, such as flooring, sheetrock and drywall, have begun to move, though many homeowners are still waiting on their insurance companies before beginning work.

! Part clf tlrt'Anthorry Trrtrlrcrl.rrrtls lartrrly of wood prorlucts relatccl cof )c('n)\, 1;rovirlin<; techrrical expertrs(' Il .]ll .rslx'ct\ clf prorluctror), cn(Jlr)ccrrrrr;.irrrl tttarkctrrx;, as wt'll as a relrable sourct: of trrqh <luality woocl products,

n Providing a wide variety of treated products: 4/4 boards, radius edged decking, fencing, siding, landscapes and other large and small timbers; as well as special orders, TSO and ULTRAWOOD.@

! Fcaturrrrg an 84 ft. rJoubkr-cloorcd Woorltcc(R) treatinq cylinder provrclng trcalrrxJ capacity of 100 million t)d ft./year.

! Over 7 million bd. ft. of dry storage space allowing substantial inventory.

! Treatrrrq dorrt: rrr cornplrancr-'wrth .rll st.rtt: and federal EPA guidelines in accordance wrth AWPA standards under the suoervision of SPIB

! Experienced and helpful sales staff headec by James Hendrix and Tim Plunkett.

! Conveniently located on both the rrlterst.rte highway system {l-30) and a Union Pacific Railroad siding.

Carlos Ripley, Booth Lumber Co., Houston, reported minor flooding in their mill, necessitating a daylong shutdown.

And the storm has put contractors even further behind in an already heavy winter. "It slowed down all the construction in the area," said Eric Starkey, Contractors Supply & Lumber Co. "They're still trying to catch up."

"The constant raining's got the price of lumber way uP. It's hard to get lumber," said John Conrad, Lodge Lumber Co. "It'll dry up two or three days and then rain. It's just killing everybody, especially the mill people. We've run several mills completely out of logs."

"It's been so wet in this area that lumber is in short supply," Ripley explained. "You can't get it out of the woods. We need a few weeks of drier weather and we'll be okay."

The flash flooding caused an estimated $50 million in damages to about 3,000 homes and businesses in the Houston area, before the storm spread to Alabama, Mississippi, Louisiana and Arkansas.

More Depot lnstalled Sales

After testing the concept for two years in four markets, Home Depot will roll out installation service at metro Atlanta, Ga., stores this spring and summer.

Tom Kesling, marketing manager, installed sales, is responsible for the program which will eventually be extended into all markets. ln the beginning selected items, mainly basics such as kitchens, will be installed. The service will be expanded as customers request additional installations with all items needing installation being covered ultimately, Jeny Shields, a Home Depot spokesman, said.

Independent contractors will be hired by each store. Home Depot will guarantee their work and be responsible for insurance.

Store Has Texas Hospitality

East Texas Lumber, Kilgore, Tx., has developed a reputation for service in the 61 years since it opened.

Services range from free estimates for commercial or residential jobs and free on-site consultation for residential needs to the option of a cup of freshly brewed coffee and/or a bag of hot buttered popcorn when you visit the store.

The company founded in 1931 by R. E. "Shiplap" Spradlin is now managed by the third generation with Ronnie Spradlin in charge.

Keep Your Supply In Demand

The VERSYSS Materials Management System is a powerful, yet easy-to-use tool that handles all your company's daily business transactions and customer account activity. With this critical information at your fingertips, you can accurately review the past, present, and future of your lumberyard or building supply business. The results?

. Advanced Sales Forecasting/Analysis

. Reduced On-Hand Inventory

. Complete Financial Reponing

. Eliminate Duplicate Work/Errors

. Higher Margins & Control

There's strength in numbers. Over 1,000 building supply companies across the country rely on VMMS to help make their business profitable. If your company could benefit from a totally integrated materials management system, backed by the strength of a national company with local service and support, call VERSYSS today at l-800-899-6400 x521.

*nX&: # %ffi

HowOneHopo/ FomilvCon Help%JSell Moled Evefthing.

lf you wont to see more hoppy foces in your store, stock Wolmonized@ pressur+treoted lumber. Right from the stort, you'll get colorful pointof-purchose disploys bursting with exciting ond informotive literoture. We'll show you how to stimulote even more customer proiects with our stepby-step . deck clinic kit. You'll get literoture

All of which is sure to put o smile on the foces of your customers in the morket for ideos.

We Sell fhe ldeasYou Sell lhe Res].

Once your ustomers ore sold on o proiect ideo, it's eosy for you to sell them everything else. They'll be shopping for Wolmonized lumber, power ond hond tools, sofety geor, hordwore, wood finishes, deck rniture, grills, londscoping ond more. And s iust the nning, when

prbiect, they'll be eoger to tockle onother.

pressure-treoted wood for virtuolly ony outdoor proiect, weotherresistont Wolmonized Extro'" with built-in woter repellent*, ond premiumgrode Outdoor@ wood for the most ottroctive oppeoronce. All three bronds ore subiected to mondotory, independent inspection to ensure ProPer treotment. And becouse the Wolmon trodemork stonds for o notionolly known nome ond lifetime limited worronty, your '- customers feel good obout it.

Pu] A Smile On Your Face,

pocked with creotive ideos for boosting your controctor business. Plus bonners, odvertising moteriols ond the bocking of notionol ond regionol odvertising compoigns promoting Wolmonized wood products. We even offer troining progroms for your store personnel through the Wolmonized PressureTreoted Wood Institute.

Best of oll, when you corry Wolmonized lumber, you'll hove o big heod stort on offering your customers the kind of highquolity products

Your customers will be hoppy they come to you for ideos. And so willyou.

Find out more obout the pressuretreoted wood thot sells itself - ond more. Coll your Wolmonized wood supplier todoy.

*nol ovoiloble in hemlock ond frr.

they're looking for. Choose from three Wolmon bronds thot offer your customers distinct benefits: Wolmonized

PERS NALS

Gene McKlnney, Tindell'e, Knorvillc, Tn., served as table 'captrain' for eeveral eeminar roundtables at laet month's National Home Center Show.

Micheel L. Benner has loft Jorgeneen Bennctt Manufacturing Co., Memphis, Tn., to join E. B. Conetruction Co., Memphis

Allen Duck has joined Heartland Building Products, Mcmphis, Tn., as advertising & promotions mgr.

Mike Flcmming, Weyerhaeuser Sales Center, Hot Springs, Ar., won the l99l Annual Roundtable of hofessional Sellers award.

Jerry R. Herke has been namcd mgr.public affairs of the American Wood Preservers Institute, Vienna, Va. Lisa Hluboky is now membership serviccs coordinator.

Jack O'Reilly has joined Furman Lumber as specialty panels sales rep, reports pres./ ceo Barry Kronick.

Kevln J. O'Neill, Univereal Southcrn Co., Auburndale, Pl., hae bcen promoted lo Southeast Div. v.p., rcports Univereal Foreet Products prc8. R. Drle Leuech. Pcter R. Boven, Union Cily, Ga., is now Midsouth Div. v.p.

Ron Draghi is now v.p.-finance for Distribution America. Curtie S. Burdick is v.p.-sales & salee promotions; Rob Liebgott, v. p. -merchandisingf advertieing; Bob Guido, director-national account sales; Greg Heuca, director-rctail services; Peul Micheloweki, director-mktg. Lcaving the co. are Grcg Thomas, Guy MoDrek and Ken Merrick, who has retired.

Jim Dunn, Mill CreekLumber, Tulsa, Ok., was reelected to the Metro Tulsa Chamber of Commerce board of directors.

Daral L. Lanedale, pres. and ceo, Scotty's, Winter Haven, Fl., was named Man of the Year by the Hardware/Home Improvement Industry Council.

Den Mocclcy Joincd lowo'c Co., North Wilkesboro, N.C., ae scnior rorl cetrte mgr. Lerry D. Stonc har boon promoted to v.p.-mcrchandioing; Chrlrtophcr Dlckron, corporato information ecrvices auditor; Mec K. Kcmp, ocnior director-mktg. ccrvices; John D. "I)rvc' Stccd, ocnior dircctor-mcrchandicing dept., and Delhr R. Powcll, dircctor of crcative Bcrvices, Storling Advertiring dept.

Billy Thomplon, Kentucky Lumber & Building Materiat Doalere Aeeociation, Lebanon, Ky., attended laet month's Conference with Congreee, along with KLBMDA members Don Hellmenn, Hellmann Lumber Co., Covington; Jewel Vice, Rcid & Vicc, Cartisle; Bill Buchcr, Square Deal Lumber Co., Park City; Williem P. Morton, Home Lumber, Hazard; Bob Powell, Powell LumberCo., Sebree, and Bill Beker, Stratton Lumbcr Co., Nicholasville.

Jevier Lopez-Celleja ie now Miami, Fl., regional sales mgr. for Ralph Wilson Plastics, Temple, Tx., rcports Lou Meepero, v.p.-sales.

Hene Auff is a special shoplifting guard at Mungus-Fungue Forcst Products, Climax, Nv., report owncrs Hugh Mungus and Freddy Fungus.

(l'lcusa turtt to pdge 30)

He's q conltactlot who demands uncommon perlormcnce.

Especiclly lrom his butldlng mcrledcls.

Dickson. A lull line ol high pertormonce noils. Stoinles steel, mechonically-golvqnized, plus Neverust'u - with three times the rust plotection ol conventioncl gclvonized nqils,

AII resist bending ond blecking with deodcentered noil heods qnd hqldened steel shqnks, And wqshers that seql beccuse there ctle no heqd Ilongesto dcmoge them.

concrete, decking and hordwood cpplicotions, So, ilyouddvelolPertormqnce on your doys off, you should be ddving c Dickson on the job. For more inlormationcndlree somples, contoctyour

Dickson quclity runs stlong through the tull rqnge ol speciol pulpose nqils lor roofing, siding,

Ilr.'r\\(r'( tkill,',1 nil\ ig:rI ()r\,rrrtl \(.irnl(,n th.rt citllt(. l'()lll ('iIStl

('\llllllsl(lll ()t llrt'ir ('llll)it't' \\:ts r.lrrr,.'rt, l)()t :\() n)u(.h l.tr desi

llt'.'l of slrips (irrrit',1 ('\ ('t'r t lrilrg fr,tnr line ttlir t oil to tht'pri: rrrttir;rrit\ ir\ tlrt' ('t'rl;rrs r,l l.t.lr;rr)()lr, t.ristt.tl ilr nlassivc lore

\\:ls ('\l)(lt'lt.tl tltrougll()ul tlrt' krro$ll \\',,r'1r.1, iln.l rrst'rl fo (()rlstrl ('(llls('(lu('l)( ('s ol runlling otrl ol lrccs sL'cnrs to lravt' cscaped

It;r.ln gttcssctl b1' nou ) r\ntl ulrilc tlrc dcclirr. t'I thcir empj practlccs, it's saf c to sa\ tltcir ltrrnh('r hrrsinr.ss took :r nosedi cut trce s, re place them. This is n()t onl)' ec()lt'rgically smart, down in the annltls As master navigators and traders, \r,e stan

pcople Becllusc century from no\t', \\'hcn y()ur great gra

)diterrancan ports called Byblos, Sidon, Akkar and Tyre. The capture and conquer, but to bartcr and tracle. Their formidable mber of their native mountains The se tre es, knou'n slnce irt covered thc coastal range from Mt. Carmel to Turk"y. Lurnber

ch arrchitectural \4'c.rnders as Solomonts Templc Hou.t: ver, the cient Phoenicians (the subiect of this little essa\', you nnot be blamed solelv olr the lack of f orest management re lesson historv teaeht's r.l\, thcn, IS this: if you're going to onomicallv sound So even thoueh we at Willamette won't go od chance of being remembered as f arsighted f orest products

rt & /Villamette lndustries, lnc , Lumber Plywood

ildren order lumber and plywood, thev'll order f rom us.

Pcrtonalr (Continued.liom Nge 26)

Cherlcr W. Eerndcn, prce., Alpine Bngineered hoductB, lnc., Pompano Bcach, Fl., was elcctod pres. ofthe Brecutivce' Association of Fort l^auderdelo.

Frenk E. Wchh is thc ncw mktg. mgr. at Azrock Induetrics, Srn Antonio, Tx., replacing Jlm Murphy, who has rctircd. Tony L. Dirmond is now Azrock product mgr.

Drvid P. Johncton has rejoined Stanley Tools e8 national accounts sales mgr., according to exec. v.p. Joocph L. Joncr.

John W. Crrc is now mktg. mgr.-OEIr{ Metal Building lnoulation ptoducto for CcrtainTeed.

Richrrd Englend, chairman emeritue, HechingctC.o., has retired fiom thc board of directors.

Perrry G. Jenningo has bccn promoted to scnior director of employee relations/ compensation at Lowe's Cos., North Wilkesboro, N.C. Connd D. Yount is ncw as tcchnical scrvices analyst II.

Merk W. Gebcl is heading Allgcier Computer's new Dallas, Tx., sales office.

Nency lewis, pres., City Lumber, Fayetteville, Ar., was appointed Mid-America Lumbermens Association's representative to the National Lumber & Building Material Dealers Association board of directors.

Eorecc Drvlr, Standard Building Matorial, Pine Bluff Ar., has rcturned lo work efter aufforint an eorta aneurycm in Novcmbcr.

tVillirm Lcc Rurrcll, exec. v.p., Miesiosippi Building Material Dealera Aesociation, tackson, Me., is recuperating following a Feb. lt heart attack.

Tom Hrrtlcy, crec. director, Virginia Building Material Aosociation, Richmond, Va., and VBMA p,res. John Spcnccr, Spencer Home Conter, laxington, Va., attended the recent Small Busincss Legislative Council'o annual meeting with fceturcd speaker hesident Georle Bucb.

lVilmr Powers has rctired as mgr. of communications from Riverwood International, West Monroc, l,a.

A. C. 'Bud'Utccy III, Coastal Lumber Co., Walterboro, S.C., wae named corporate'8 Mill Manager of the Year. Other award winncrs: Devld L. Normen, Eddic M. Deughtra and Roberl E. Rich, Havana, Fl.; Jemer Dixon and Ellie Henell, Thomasville, Al.; John Dnvid Cherlton, Henry, Tn.; Randy Hoets and Toby Covington, Walterboro, and R. Shane Spell, Denmark, s.c.

Joe Churchmen, Moore & Cone Lumber, Newport, Ar., has retired after 46 years in the business, with sons David and Bob taking over the yard. David also replaced Don Thompson as chairman of MLA's Atkansas State Committee.

Grra Woodron, formerly oroc. v.p. of Southcrn Pine lnspeclion Burcau, ie now director of opcratione at Hughes Wood hoductr, Bon Wicr, Tr.

Evrl,cm Mryo, Mayo Building Supply, Bentonville, Ar., has bccnelectcd chairman of tho board of Northwcct Arkensas Community College.

Jemer Cellrhen, a88t. eales mgr., Union Camp, Mcldrim, Ga., is rccovcring at homo following open heart surScry.

Newell LeVoy is now prce. of Builderway Inc., Greenvillc, S.C., eucceeding l)on Huclon, who continues on the board.

John Donnelly is ncw to contractor ealee at Lowe's, Cookeville, Tn. At North lVilkoborc, N.C., Hq., Robcrt L. lVhiddon ie now scnior mgr.-taxation; Williem M. Hurd, mgr.-satellitdvideo communications; Todd P. Norrio, mdeg. information analyst; Gery R. Cook, store mdcg. epccialist, and Micheel T. Miller, senior rcal cstate mgf.

Joc Flemming, Burton Woodworlc, Montgomery, Al., won two roundtrip tickets to Hawaii in a National Home Center Show drawing.

Phil lVitter, owner of Baton Rouge Lumber Co., Baton Rouge, La., is now pres. Curtis Turner is the new gcn. mgr. A. J. Herris and Alan Mertin have resigned.

Mary Jo Allison has joined Bladen Builder's Supply, Elizabethtown, N.C., in accounts receivable.

Florida Chains ln Price War

Adopting comparative price advertising common with grocery chains, Home Depot and Builders Square stores in the Fort Lauderdale, Fl., area are slugging it out.

Emphasizing their lower prices, a Builders Square ad claimed shoppers could save $35.24 on a nine item comparison and that they would beat any lower price found by l0%. The comparison was faulty with a typo which increased the difference by $7.

Home Depot couniered with an ad appearing as a letter from southeastern Home Depot's president Bruce Berg. He claimed that Builders Square compared temporarily low prices with Home Depot's regular prices, and did not include model numbers to allow head-to-head comparisons andused prices at the Davie store even though prices might be different in different markets.

Berg explained that he took out the ad because he was mad. Mark James, vice president of marketing at Builders Square's corporate offices, claimed Home Depot started the battle and that prices for his company were not temporary. Comparing a sale price withan everyday price is considered an unfair trade practice, according to Florida's attomey general's office.

Fellow building material retailers and shoppers are waiting for the next round.

Ways To Beat Your Gompetition

Competition isheavy among building material dealers in Knoxville, Tn. Independents like Tindell's Inc. as well as chains like Lowe's, 84 Lumber and Moore:s have been threatened by the entry of two Home Depots.

"We face a daily deluge of radio jingles, mailbox stuffers, newspaper ads and slick tabloids, all trying to build that lowprice image the big boys love," writes Gene McKinney, Tindell's manager, in ProSales, a contractor magazine.

Since 95% of our sales are with pros, the new Home Depots haven't taken any consumer business from us, he explains. "But Home Depot has taken sales, high-margin sales, from its chain competitors, some of whom do a lot of pro sales in addition to consumer sales. I say high margin because Home Depot, despite advertising designed to build a low price image, operates at one of the highest profit margins in the industry."

To maintaintheircash flow, the chains have responded by pursuing contractor sales with vengeance. When chain competitors decide to go after builder business by buying it with low price gimmicks, everyone's profits are squeezed, at least in the short run, McKinney notes.

Carl Tindell, president of the company, has a favorite phrase, McKinney emphasizes,"It's not business as usual!" Translated, this means independent building material dealers cannot continue to do business with poor inventory and accounts receivable controls, runaway expenses and the same old customers. We must use the power of our computers to control our inventory. We must maintain good, sound credit procedures, train our people and ourselves to control expenses. We also must find new customers outside our normal area of operation, Tindell writes.

A dealer opening a window and door specialty showroom, a North Carolina dealer adding wooden swings and

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Ways To Beat Your Gompetition

(Continued .lrom pase 3l )

jungle gyms and a South Carolina dealer with specialty mouldings are some of the sales expanders and profit increasers he points out. Installed sales and industrial sales are potential profit areas for the independent dealer, McKinney emphasizes. He cautions that it takes a different type of salesperson and requires stocking products that dealers may not be used to carrying, but the business is typically steady, and quite often gooC when residential construction is bad.

Independents need to apply creativity to their operation to find new customers and new ways to sell old customers, McKinney maintains. He points out Tindell's is currently test marketing a tool truck that makes calls at job sites, selling tools and other supplies to subs on a cash or credit card basis.

I hear a lot from fellow independents about eroding sales and profits brought orr by chain competition, he concludes. When the big boys roll into town, it's not time to roll over and die. It's time for us to take advantage of our superior knowledge of the local market, our hard won reputations with customers and our ability to adjust to changing times faster than they can. Go get 'em.

Spring Prices, Supply lffy

Availability and cost are unknowns as building material suppliers and builders prepare for spring construction.

A surge of home building could mean not enough lumber, Forest Service chief Dale Robertson wamed the House Agriculture subcommittee on forests, adding the less available, the higher the cost, a truth well known to lumbermen.

James Barnes, operations manager for Intemational Paper's wood products division, Springhill, La., said Northwest Louisiana could fill the void left by the logging cut in the Pacific Northwest. If production in the Northwest continues to slide, his plant will have to increase its capacity because it currently operates at95%, he explained.

"The law of supply and demand will shift rnore demand to the south," he said. "All we can do is keep running full out. I don't see the increased capacity being long term."

Lumber yards in the Bowling Green, Ky., area reported yellow pine framing lumber up as much as 25% by midFebruary. "There are a lot of factors involved," Richard Minton, manager, Rogers Lumber Co., Bowling Green, said.

"The price of everything is up, but we can'tput ourfinger on it," Tim Doughty, contractor sales manager, Lowe's, said, adding his sales are about the same as last year.

Some feel high prices will be offset by savings in lower interest rates. Lumber costs for standard two or three bedroom homes are quoted to be up between $ 1 ,200 and $ 1,500 per house.

Windoq Door Demand to Grow

Strengthened by continued repair/home improvement demand and a trend towards larger homes using more doors and windows, U.S. shipments of these products will increase almost 6Vo anrnally to $23.5 billion by 1995.

Vinyl will continue to gain at the expense of aluminum, moving into patio doors and skylights.

Plonccr Fcnclng

Shcnandoah Stackrail, traditional style split rail fcncing asscmblcd without tools, hardware or digging postholes, is new from Coastal LumbcrCo.

NEW DUCTS

and selected soles oids

Octagonal Gazcbo Klt

An octagonal gazebo kit is now available from Cox lVood Preserving Co.

Heritage Glazebo kits are built in easily assembled panels by Amish craftsmen. Holes are pre-drilled; hardware is included. All lumber is #l DuraPine Outdoor wood, pressure treated with Wolman preservative and Extra water repellent, and dried after treatment. Shingles are cedar.

Two styles (standard and double roof) and three sizes (8', l0' and L2') are offered. They can be assembled in less than a day by two people with a shovel, level, wrench, power screwdriver, hammer and ladder.

Paint Protector

The Miracle Paint Shield from Invention Prototypes & Marketing fits overand protects a lightswitch, electrical plate or door knob while painting.

The plastic covereliminates the need for tape and adhesives and having to remove and replace any screws.

Fireproof Panels

Blazeguard sheathing from Weyerhaeuserhas a thin, flame-resistant laminate bonded to a plywood substrate and meets all requirements for Class A fire rating.

The laminate provides an inorganic, ceramic-based shield and crystals within it contain 50% water which releases at high temperatures and serves

to cool the spread of fire.

Panels are designed for new construction, repair/replacement and roof retrofit applications.

Nails Sales Aids

Shelf signs and counter cards for Swan Secure Products stainless steel nails and wood screws are now available.

The colorful point-of-purchase signage describes the non-staining and non-streaking qualities of the nails and screws and gives product information.

The new pressure treated wood fence gains its strength through time-tested construction methods and is adaptable to any fencing need.

Therustic I l-ft. railscanbestacked in three, four or five rail heights, allowing hundreds of feet of fencing to be constructed in an afternoon.

Wood Specialties Department

An exterior post cap and finial display is now available from Burton Woodworks.

Designed as a free standing unit, the wire rack system contains five storage baskets to display the outdoor wood specialty products. A colorful header explains benefits and serves as a cross merchandiser. Directions, product descriptions and pricing tabs are included for insertion in the wire basket channels.

Shelf talkers come with clear acrylic holders and attach with adhesive to the underside of the shelf support edge. Counter cards have easel backs.

Shelf Service

Bulk contractor shelving from Schulte Corp. may now be presented at the point-of-purchase with a compact new merchandiser.

The 26-114" wide, free standing merchandiser includes an installed shelving display keyed to bins below containing hardware. Either 8 or 12 ft. lengths of shelving are storcd standing next to the unit or in the back of the stor€.

An illustrated installation guide takes the contractor step-by-step through storage design, hardware selection and shelving installation.

The red oak veneer is reportedly defect-free, resulting in a knot-free frame that won't split, check or crack. It comes presanded, ready to finish.

Brickmould is available to make a complete exterior unit.

Airy Trim

The E-Vent from GlenTec combines residential ventilation system with the beauty of exterior moulding.

Extra Wide Scraper

Since moulding and vent are installed as one unit, it becomes a decorative trim that breathes (12 sq. in. of air flow per lineal foot). Various moulding profiles and sizes are offered.

The millwork is said not to crack, splinter, rot, decay or have problems with insects or mildew.

Installation requires no difficult miters, since accurate 45o mitered sections are available for both inside and outside corners.

New Solar Shade

The GTS glass and tile scraper from Allway Tools reportedly features nearly three times greater width than competing scrapers and an innovative design that allows for quick, easy blade change.

Ideal for removal ofpaint, stickers, glue, window film and wallpaper from any hard surface as well as for smoothing walls before painting, the scraper's 4-in. width allows users to handle bigjobs faster and easier.

A specially engineered screwless locking mechanism permits blade changing with the push of a button. The blade can be reversed for storage safety.

FREE READER SERVICE

For more information on New Products write Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660.

Please mention issue date and Page number so we can process your request faster! Many thanks!

Exterior Door Frame

An exterior door frame and brickmould have been added to Contact Lumber's Oak-Over jamb and moulding line.

Red oak veneer is laminated over a softwood substrate using an exterior adhesive to withstand the elements. The softwood core offers easy workability, with no predrilling for nails or screws necessary.

Solar Shade, an innovative automotive covering designed to protect car interiors from heat and UV damage, cufting interior temperatwes by as much as 95Vo, has been introduced by Marketing Solutions Ink.

The shades cover all windows of a vehicle with a non-abrasive fabric similar to the materials NASA uses on its space vehicles. Custom designed to fit

specific car makes and models, they fit under and around factory side mirrors, windshield wipers, door handles and rear window latches. They are easy to apply and attach securely to a car with trunk security straps.

The line currently accommodates BMW, Porsche and Mercedes-Benz cars, with plans to expand to General Motors, Lexus and Honda models.

Wcather Tough Tlmcr

A new series of 24-hour timers combining dependable electromechanical dcsign with industrial grade plastics to withstand moist environments has been introduced by Paragon Electrics.

The plastic construction is resistant to wear and temperature extremes.

The Pl00 Series offers thc features of other electromechanical timers, such as 40 arnp switching and numerous switching and voltage arrangements. However, skip-a-day models can be manually tripped by depressing the activator dial, eliminating the traditional lever method. A newly designed dial allows on/off events to be set as short as one half hour.

Thln Set Addltlve

Palnt Can Drlp Guard

A simple, reusable device for eliminating paint can drips and splashes is new from Super Guard, Inc.

The Splaner Guard fits over the can rim so excess paint flows directly back into the can instead of into the rim or down the side of the can.

Manufactured of flexible polypropylene, the cover fits cans of different sizes, regaining its original shape after use. After painting, the guard is removed and wiped clean. The rim is left paint-free, so the can cover can be replaced and hammered down tightly with no splashing or oozing.

Control parts are molded from thermoplastic and polyester resins, and the rainproof enclosure is constructed of sturdy noryl. Wiping contacts and zinc-plated screw terminals resist corrosion. Made from polymers, the motor is completely encased to reduce contamination.

A new concentrated latex additive that can be added to sand and cement to create a latex modified thin set is now available from W.R. Bonsal Co. 8-724 Crete Additive is formulated to be mixed on the jobsite for installing decorative tile over a variety of substrates. It reportedly provides high bond strength, improved flexibility and higher compressive and impact strength than ordinary sanded thin set mortars.

Contractors will benefit from longer open time and more adjustability in hot climates. More flexibility means fewer tile cracking failures due to substrate movement.

It can be used in the installation of ceramic tile, deep lugged back tile, glass mosaics, quarry tile, pavers.

Secret Slides

Dovetail joints and fully concealed slides are now featured on all drawer systems from Heritage Custom Kitchens.

water-powered, gear-driven inner brush and stationary outer brush; handle solvent-welded to the valve body; patented 4 oz. soap cup with leakproof O-ring sealing, and improved soap control valve.

Plant Tents

Miracle Growhouses from Green Havens Ltd. utilize a new greenhouse protection fabric which re-

Rock Walk

Stonecarpet, a seamless natural stone composition floor system developed in Holland, has been introduced to the U.S. by Specifier Resources.

Other features of the four-track rail include steel carrying components, self-cleaning ball system, and easy on-and-off insertion and removal.

Watch Your Backside

Three new supports to protect workers' lower backs while performing demanding tasks are now oflered by Alta.

The nylon back support belt is 4" wide with l/4" of foam padding and a l/16" stiffener. It includes a quick release buckle for easy on/off and a hook & loop tightening system for adjustment.

Attaching to the belt, a removable tumbar support features unique ribbed construction to provide added protection to the lower back.

And a special back brace fits any belt up to 3" wide. It is made of stiff, curved padding and can be belttightened.

Water Saving Scrubber

A new utility brush from Swirlon is said to reduce water flow rates by more than 500/o over full flow or

portedly blocks out over 980/o of UVB rays and selectively blocks other harmful bands of light.

Natural stones are blended with a binding agent on the job site and troweled onto any stable subfloor to provide a heavy duty, non-slip, easily maintained surface.

Stones come natural or dyed to any of 800 colors. Graphic designs, borders, insets and logos can be aQhieved by changing color.

Forest Products Wholesale Distributor

thumb-squirting techniques. The brush features strong bristles;

Even Up

Level-Master automatic ladder leveler from R.D. Werner Co. automatically adjusts and locks for uneven surfaces,

The automatic leveling is provided via a double rack and pinion action, attached by a shaft through the bottom rung of the ladder. when the ladder is unweighted and held vertically, the lock releases, When both feet are lowered to the ground, the legs automatically adjust and relock.

Designed for Werner aluminum

and fiberglass straight and extension ladders. the aluminum leveler comes with either swivel feet or padded feet.

Trowel Llne

Five stainless steel trowels have been added to Hyde Tools' line of masonry and drywall tools.

Sccurlty In Sclllng

A wide range of grid security doors for securing small theft-prone merchandise such as hand power tools is now available from Boston Retail Products.

Doors come complete with lock-

Blades are precision ground to a smooth finish, fastened to a highly polished cast aluminum frame with stainless steel rivets, and finished with a flat-sided hardwood handle to ensure a positive, fatigue reducing gnp.

ing hasp and a hinge system that mounts to gondola shelving and warehouse racking.

o Corugoled Droinoge Pipe

o Culvert pipe

Slotted, Solid, or Septic-Leoch Bed Styles

Droin Pipe4" or 6" Sold in 10 ft, lengths or rolls Culvert Pipe8" to 24" Comes in 20 ft. lengths

complete lrne rncludes regular, coarse thread plated, drill points. pan heads, etc

*

BRAND NEW!

lf Burldrng Materrals rs your busrness, get to know BpA, a teaoer rn the lreld. We olfer a drversrfied money makrng hne of products * BPA 0RYWALL SCBEWS -

Now available In fast selling. hiqh-profit 1# and 5# packages for the retail and contractor trades.

* BPA BUCKTTS Giant prof rts tr/s' packases Color coded contraclor buckets of drvwall screws sells lrke wrldf ire to the gypsuhr trades.

* 8PA PI'IEUMATIC NAILS

Fits most popular tools. Framrng/Sheathrng Narls. wire welded and plastic framing strcks, corl roof rng narls all on one shipment

* BPA C(lIL RO()FIl'IG NAITS

From 7 18" thru 1-3l4". Shipped directty f rom regtonat warenouses.

Call or tax tor immediate information.

Tiller Twosome

Two new tillers from Honda Power Equipment feature staggered tines to increase efficiency and reduce vibration.

Both models feature 20" diameter tines, 20" tilling width, three forward and one reverse speed, and aircooled, four-stroke overhead valve engine with electronic ignition, full loop handle, color-coded controls, and extended gear shift lever.

One model is 5.5 hp, the other 8 hp.

Steamed But Under Gontrol

A new digital temperature display and control has been added to Steamist's system for converting an ordinary shower or tub into a steamroom.

on or offfrom inside the steamroom.

The system consists of a generator, two controls and optional vaportight hinged or sliding glass doors.

Home Maker

HoME, a fun, easy-to-use home design program for IBM and compatible personal computers, is new from Generic Software.

The product's easy-to-understand tutorial, on-line help, simple mousedriven menus and single-page starter sheet reportedly allow users to be up and running in less than 20 minutes.

It is said to provide realistic detail including precision room measurements, square footage calculations and room labels/plan notes produced in architectural script.

The new control features digital readout to show the exact temperature of the steambath, adjustment knob to select temperatures from 107' to 130o, and start/stop switch to turn the steam generator

Containing pre-drawn architectural symbols for furniture, fixtures, appliances, electrical outlets and even phone jacks, Houe lets d-i-yers explore various floorplans by moving or rotating any of the elements, including walls, doors and windows.

Graffiti Fighter

A water-washable, professional strength, semi-paste remover for cleaning graffiti from unpainted wood, metal or masonry is new from Klean-Strip.

Available in gallon containers and l8-oz. aerosols. Graffiti Remover washes oil-based paints, latex paint, spray paint and other substances from unfi nished surfaces.

An Easy Score

A ceramic tile cutter from Excalibur Hand Tools increases measurement accuracy while reducing breakage due to improper scorIng.

Made of' pvc, the cutter handles 6" tiles and offers easy-to-read measurement settings in standard and metric. It includes a 5-l /2" tungstentipped scribing tool and two coarsegrit sanding strips.

Southeast Wood Treati ng PutsYou Ahead Of The Gompetition!

At Southeast Wood Treating, there's a long history dards. And, because we operate our own sawmills, of providingtheverybestintreatedlumberproducts. remanufacturing plant, and a fleet of 40 modem From hard{o{ind items to custom-produced spe- trucks, you'll get shipments on time... l\ naro-to-lrno rtems cuslom-proouceo IrucKS, you cialty products, we're the South's most diversified every time! wood treaters.

tUood Not

Enduratex steel entry doors and garage doors from Pre Finish Metats offer the look, feel and versatility of natural wood.

They can be stained or painted but, unlike wood, will not warp. swell or crack.

A special coil-coating pr(rcess ap-

high luster linish resists stains, mold and mildew.

A Side Cabinet Surround provides a cabinet on either of the side panels.

Plpe Chamfer Tool

A new pipe chamfering tool from Excalibur Hand Tools reportedly eliminates burrs and jagged edges in pvc waste and overflow pipe, allowing for a tighter fit.

The palm-sized tool accepts 3/4", l-l/4" and l-l /2" cold water drain

plies a thick-film coating to galvanized steel and embosses a detailed wood grain.

Shower Storage

Two new bathtub surrounds with built-in storage cabinets are available from Trayco.

Formed-in cabinets are self-draining and feature mirror and removable doors for easy cleaning.

With color-matched cabinet doors and metal towel bar. the Decorator Cabinet Surround is a three-panel system with five additional shrilves.

To operate, the tool is slipped over the end of the piping, which is then rotated for two or more complete turns, until the desired finish is reached.

Faucet Wrench

A new plumbing tool from Perfecto Products reportedly makes it easy to quickly remove faucet hold down nuts to facilitate changing and repairing faucets.

become corroded.

The cabinet and all rounded edges, and

The tool solves the problem of dealing with nuts which frequently

ptpe. shelves have their smooth,

14.8% Canadian Lumber Duty

Provisional duties of L4.48% are tn place on Canadian lumber entering the U.S. following a Department of Commerce finding that Canada subsidizes its softwood lumber industry.

Importers of record which can be Canadian producers will post bonds equal to the duty with U.S. Customs for lumber coming from all Canadianprovinces except the Maritimes which are

exempt. A final Commerce Department decision on subsidies is due in May and a final decision on injury by the International Trade Commission in the summer. No duty will be implemented if either is negative. Bonds will be retumed if this happens.

Both the cash and futures markets for Canadian lumber responded to the decision with sharply higher prices.

Lowe's To Relocate Stores

viced by the National Lumber and Building Material Dealers Association in cooperation withthe Small Business Research and Education Council.

Dealers may call (8OO) 947-4646 from 9 a.m.-5 p.m. (eastern time) for information or referrals to ADA compliance specialists.

SP Production Holds SteadY

Lowe's plans to relocate 123 small

This year 31 stores will be relocated storesintolargerstoresinthenextfour and four closed. Relocations include years, standardizing sizes at 49,000, Moffoe, Pineville and Hickory, N.C.; 65,000and96,000sq. ft. offloorspace. MountPleasant,WestColumbia,Irmo,

In 25 locations, spokesman Cliff Florence and Anderson, S.C.; Hot Oxford said, one large store will re- Springs,Ar.;Macon,Ga.;Tupelo,Ms.; place two smaller stores. These loca- Murfreesboro, Tn.; Longview, Tx.; tions were not identified. New stores West Richmond and Woodbridge, Va. will employ 80 to 90 people compared to around 30 now in the smaller units.

A pretax charge of $71.4 million for the past quarter will be taken to pay fot the conversions. This reflects costs and expenses required, chairman of the board Robert Strickland said.

$outnern lin" lnro""tion Du*.u

800 ADA Compliance Hotline

A toll free hotline to provide information on compliance with the Americans with Disabilities Act is being ser-

Preliminary figures show 1991 southern pine production down 3.7% from 1990 at 1 1.953 billion board feet. This adjusts to 12.43 billion feet, the fifth yearthat production has exceeded the 12 billion mark.

December was the low month in the year although an upward revision is anticipated. Final production figures, a joint effort by Timber Products, Southern Pine Inspection Bureau and Southern Forest Products Association, are expected to be slightly higher.

Place your classified ad now! Call (714) 852-1990

Sidinq Nails-

r No Staining

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Representing the Southern Pine Industry with "Over Five Decades of Quality Control Service" offers these programs and services

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Square drive recess eliminates driver bit cam-out. Sharp point for quick penetration with minimal pressure o Self-tapping coarse threads. Coated with non-stick, dry lubricating film r Solid nickel/ chrome stainless steel for superior corrosion resistance r 6 lengths: l" through 3" alloy.

r Slender shank and blunt diamond Point r Diamond oattern head blends with wood texture. Small head diameter permits face nailing and blind nailing o Annular ring threads preclude nail head popping and cupping of siding boards AlSl Grade 304 nickel/chromium

MFor additional data and dealer intormation:

Make national sales

Ll ATIONAL advertising campai gns t!for widcly availablc consumer products can incrcasc gales for cvcn the smallcstretailcr, if he propcrly works it to his advantage.

First, familiarizc yoursclf with the product's promotional program. Comparc the campaign's objectivcs with your storc's markcting plan. Is there a fit? Arc timc framcs compatiblc with your advcrtising schcdules? Are campaign objectives suitablc for your market, market position and goals you've set to get higher margins? If not, it's best to pass. But if the answer is yes, it's time to decide how to take advantage.

Begin by forecasting sales for the product during the campaign period. Establish goals and discuss them with your floor personnel.

Consider where the product will be positioned in the store. If it can't be moved from existing shelf space to gain greater visibility, use the vendor's point-of-purchase materials to direct customers to its location. P-o-p's reinforce nationally advertised product values and prompt sales. Chances are, customers will recognize them.

For example, Chemical Specialties,

Inc. (CSI), recently launched a national campaign designed to promote UltraWood water repellent pressure treated lumber. It kicks off with an article this spring featuring an UltraWood deck in Better Homes & Garden. A direct mail program will reach over 30,000 architects, contractors, remodelers and others. Participating retailers will receive in-store promotion materials and media kie containing print, radio and tv ads suitable for local promotions. It will be augmented by national advertising and a national toll-free number where consumers can locate their nearest UltraWood retailer. All leads generated through the campaign will be forwarded to the retailers.

CSI vice president for marketing Jim Saur says it's important to decide how the nationally advertised product will affect the sale of related product lines. For instance, promotion of valueadded pressure treated lumber should also affect sales of toolsl hardware, paint, other construction materials, deck and landscape accessories, outdoor furniture and planting materials.

Thtnc

Storyat aGlance

How retailers can tie-in with national product promotions ... positioning the product, identifying cross-selling oF portunities, organizing direct mailings and following up.

Consider "packaging" the vendor's product with compatible products. Forecast collateral sales revenues and establish goals for your store and floor personnel. Cross selling products can be done by *packaging" them through

SAVER 4[#=RsAr.Es

to Buy-Cotly to bo slthollt.

THE "BANI).ADE''

Indlan Country' lnc., Alrport Road

IDcpoolt, NY 13754 6O7'467'3tOf

sales incentives, store location or instruction by store personnel.

Saur also suggests:

o Make use of the vendor's media kit and media schedule. Include logos, line art and othermaterials inyourstore advertising. Always identify your store as *the place to buy" the certain product.

"Piggyback" your advertising on the vendor's ad schedule. It's best to follow instead of lead.

r Make sure all floor personnel understand the value of selling the item during the promotional period. Always take steps to ensure their appreciation of cross-sell techniques and opportunities.

r If customer referrals are sent to your store, organize a plan to follow up. Telemarketing and direct mail are useful toolsto followup leads and develop contractor-related business.

National campaign materials are ideal for use with direct mail programs by your store. Use your own contractor sales lists or secure other lists from a direct mail agency or direct mail list house.

Send your mailing (called a "drop") shortly after a national vendor's key advertising event. The mailing should be "Here's why this is the placetobuy." You may also want to create incentives for these customers to visit your store during the promotion. This way gains an immediate edge over stores that do not follow up on national campaigns.

Once convinced that a national progmm can benefit your store, planning the events that take advantage of the national product exposure is the key to sales. Vendors are ready to supply promotional materials, and most can provide direct assistance in making their campaigns work for you.

F/D(: 503-684-7906

1 -800-LJB-LMBR (552-5627)

In 0regon 503-620-5847

8858 S.W. Center Ct., Tigard, 0R97223

P.0. Box 23955, Tigard, Oregon 97223

Specializing in Western Softwood Boards & Clears

For all of your finish lumber, from one-half of a truckload to a trainload, just dial...

1-800-LJB-LMBR FAX (s03) 684-7906

Broker: Louie Buschbacher, Jock Voelzke, Jr., Ken Zyvoloski

Office Manager: Carla Renick

SeoercJ &ys orr,rtmuHlon of Dritrdihrg, nornully rcq1utres o Eper,{oll frp to the tuld'frt.

Einployea lrrlte the dango ond uork to franater to dumpta or fruck. A tao mlnutq uhm unprcklng unltc, regults in th/a crlmW't, wlly stord ttohr.ble saulp, ollrudy stored In a steel drumtor d|cipocr,l olld cr,le.

New ptoeesses, ptoducts iack up treated sales

lltOOD TREATINC is an evolving lf industry, alwayssceking new ways and new products to better serve thc consumer. As a retailer, you ride along with them, seeking increasing salcs and margins with improved merchandise and specialty items.

ln the year since our last pressure treated special issue, we've kept you up to date on numerous changes in the industry. The ones discusscd in this story are the latest, eitherjust in effect or about to be.

E

Thu retailer and the consumer will

probably never see one of the latest

high tech developments in pressure

treating, but they will benefit from the

results-clean, competitively priced

treated products. Osmose Wood heserving Co. has developed a computerized process controller with data re-

trieval capabilitics to replace opcrator controlled, manual plantsbuilt in pnor years.

Total automation of thc trcating process and its capability of bcing monitored by enginecn at Osmose headquarters makes this a uscr friendly system, an Osmose spokesman ex-

Sloryat aGlarw

How a rctallcr can bcncfrttrom hlgh tcch dcvclopmcntg in trcatlng . . computcr produccs supcrlor prcduct. aGo$sory prcduct cndorcemcnts for prolcct cclllng, cross mcrchandlsing, relllng up.

ATTENTION WHOLESALERS & BROKERS

. CCA Pressure Treating Services.

. Export Packaging and Container/Flat Rack Loading.

. Specialists for Shipping to all Caribbean lslands.

CONSOLIDATOR & FREIGHT FORWARDER

. We Handle all Documentation and Arrangements.

4500 East 1lth Avenue FL 33013

(305) 685-7833 OR 800 233-4992

FAX (305) 681-0800

Anexoncalz-of-a-frindwood.Bemnful.Owabb.R*istnnttadunyanlwoter.Uniformn a[or. Smooth. Aronrottc. Andtww suoiynsupptyfu avariay of usu: Boatpbtrtingad anbas,Tonfr.sucfr., F[umestocA, Pat:m [e&inq, F[ooinq, Stnlhtmqra.du,Pme[uq, Anension, Cbars *[ Sf.p.

DELTA CEDAR PRODLICTS, LTD. Vancour.er. B.C. T-\.

Phone (604) 5s3-3818 Fax (6Gt) 583-3813 {V

U.S. Mail Address: P.O. Box 565. Pt. Roberts, Wa. 98281

plains. Since each system is connected via modem to Osmose engineers, trouble shooting is almost immediate. Service can even be provided from a telephone booth using a lap top computer.

Advanced calculating and automatic report preparation capabilities offer efficient and reliable operations as well

as safety. High quality products are ernured each time, Osmose emphasizes. A process control data base system can be added to enhance the reporting capabilities of the system.

"The bottom line:," Osmose says, "reduced direct supervision requirement, advanced operation control and increased quality conhol meanpremium products for retailers at competitive prices."

ln other news, the project sales approach for treated wood has fostered cooperative agreements between producers of treated wood chemicals and manufacturers of components used in construction. Hickson Corp.'s familiar Wolmanized name and logo will soon be appearing on tubes of PL500 outdoor project adhesive produced by ChemRex, Inc. An Osmose approved PL500 is already on the market.

The endorsements aim to boost sales of adhesive while promoting treated lumber for outdoor projects. PL500 is formulated especially for use with pressure treated wood in exterior applications.

"The arrangement should help retailers," Steve Snyder, Hickson sales v.p., cofiunents. "When a homeowner or contractorbuilds a backyard project,

"Aflet we upglqded out tqcKs, volume iumped 20%,"

After Hurricane Hugo devastated the facilities at Buck Lumber in Charleston, S.C., Eddie Buck looked to National Store Fixtures to furnish a heavyduty racking system for his new store.

NSF provided Buck Lumber with a lumber and building materials merchandising system that increased accessibility, added substantial storage space, and required fewer workers to maintain.

Call National Store Fixtures today for a free, expert consultation in:

r Pallet Rack

r Cantilever Systems

r Field Installations

I Mezzanines

r Specialty Racks

r CADD Design

NaElonal Siuone FixEuFest

o

r

o

CONSTRUCTION adhesive carrying Womanized name and logo will sell hand in hand

he needs more than lumber. An alert retailer may be able to sell zinc-coated nails, stain, joist hangers, power tools, water repellent, safety goggles, gloves, deckfurniture and adhesive. The PL500 agreement is the newest element in our effort to help retailers increase their project sales."

with treated wood.

Mr. Eddie Buck, Presidcnt, Buck Lumber. Charlzston, S.C.

NEWLITERATURE

SP Gradc Changct

'Southcrn Pine Uao Ouido,' including new timber gradeo and dcsign vatuee, io free from Southern Forost Products Aeeociation, Box 6417fi), Kcnncr, La. 700ef.

Opcnlng Llncup

An 8-p. patio door brochure, 6-p. replaccment window brochure and lS-min. elide prceentation on the windowa are available from Malta Wood Windows & Doors, Box 397, Malta, Oh. 43758, (8W) 7275167.

Trim Case

An updated Orac Decor sample case including over 40 new polyurethane mouldings valued at $l l0 is $35 from Outwater Plastic/Industries, 4 Passaic St., WoodRidge, N.I. 07075, (800) 888-0880.

Training Programs

Hardware Wholesalers, Inc.'s 1992 Video In-store Training & Management Library Directory, a 132-p. videotape listing, is available from HWI, Box 868, Fort Wayne, In. 46E01, (219) 749-8531.

Disabilities Act Aid

Americans With Disabililies Act Compliance Guide, a 96-p. explanation of the regulations and sources to aid in complying, is $75 for National Association of Wholesaler-Distributors members, $98 for associate members and $ 140 for non-members from NAW, 1725 K. St. NW, 7th Floor, Washington, D.C. 20006, (2O2) 8720885.

FOR PROMPT SERVTCE

on all New Llterature stories wrlte dlrectly to the name and address shown ln each ltem. Please mentlon that you saw lt ln Bulldlng Producb Dgecl, Many thanks!

Gedar Garden Prolecte

A 4-p. Gardenside cedar products brochure, including deck systems, modular kits, coordinated components and accessories, is free from Universal Forest Products, Box 296, Woodburn, Or.97071, (503) 226-6240.

Advertising

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $55 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest, 4500 Campus Dr., Suite 4E0, Newport Beach, Ca. 92660, Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 20th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

EXPERIENCED TUMBER TRADER

We are Hardwood and Softwood log and lumber wholesalers with offices in Canada and the United States. We are seeking sincere, experienced lumber traders who have a view towards the long term. Work from your part of he counfy, or from our otfices in the Toronto area.

This is an excellent opportunity with a well-established company.

We enjoy an outstanding linancial and marketing reputation.

For complete details, please phone or write Bob Wilson in strlct conlidence.

WANTED TO BUY

All types of building materials, hardware, closeouts, overruns, irregulars and buy backs.

CALL COLLECT:

Spencer Perker or Bubba Morgan 2nds in Building Malerials, Inc.

Phonc: 615-E99-t203

Fax:. 615-899-4429

A PROX'ESSIONAL LOGO ptojects integrity, competence and pride. Small businesses our specialty; small fees out style. Logo Designs, Box 2268, Montgomery,Al.36l02. Phone (205) 3656376

AT A LOSS for words? Can't find the right card? "Dial a Poem" customized rhymes. Call Timmy the Poet, (213) 928-7808, or send personalized info to Ken Thim, 7507 Finevale Dr., Downey, Ca. 90240. Allow two weeks for completion. $20 payable on performance.

Peter Roskam, Executive Director, EAL

Let EAL turn your obsolete inventory into scholarships lor needy kids.

Every year deserving kids miss the opportunity to attend college because they lack the necessary funds. EAL helps these kids by bartering donated excess corporate inventory and services for tuition credits with cooperating colleges and universities. The result is a three-way win: the kids receive a college education, the schools enroll more students, and corporations invest in a qualified future worklorce, generate great PR and possibly gain tax advantages.

lf you have excess invenlory or services to donate we'll put it to work for deserving students, colleges and yourcompany. Gall EAL at l7O8l 69GOO|O.

Soutfrcm AnocbUon Nowr

(Continued lion pge 20)

which inctudcd r diecuosion of the cffccts of the Americanc with Disabilitiee Act. Speakcr lohn Branscum, OLA executive director, said more than 70F of the ADA lawsuits filcd in thc coming ycaro by the U.S. Justice Department will bc on behalf of employcce who have previously filed a workeru' compensation claim ageirut thcir cmployers,

Responso to the meeting indicated that it ahould bccomc an annual evcnt.

Congtructlon Supplier.rt Asrocirtion (formerly Building Material Merchants Association of Georgia and Alabama) ie working with the Georgia branch of the Aseociated Oeneral Contractors on lien rights legislation. Bamon Harbin, Harbin

Lumbor, lc chllrman of thc CSA committcc which includcc Clyde Monday, L,owc'0, end Fred Thomu, Cordolc Saoh & Door.

Ln Alabemr, Ed Hethcock, Hethcock Lumber, ic rcpcecnting CSA es en aocociatc mcmberof thc Alabama Home Buildcrs Association licn law committee.

Nrtionel Lumbcr rnd Buildiry Meteriel Deelen Associetlon affiliatce have bccn askcd to mail a 12 inch 2x4 to cach of their congrcssional dclcgates with a card attachcd detriling lumbcrpricc incrcascs in thc past year.

The Northeastcm Retail Lumber Association dcvelopcd and implemcnted the program to make Congress aware of the lumberand building matcrial industry'Bconccm over increasing lumber prices due to increased federal regulations. Framing timber ie 30% higher than last ycar with a 20% price increase since the first of the ycar.

N.C. Building Permits Down

Although total residential building February showed single family home permits fell 09% in North Carolina permitsauthorizeduptoO.S% at8,095 during 1991, residential additions and units and multifamily permits down alterations rose 3.1%. 12.7% at 3,659 units.

Figures released by the North Caro- Total building activity in l99l fell lina Department of Labor at the end of 0.7%frcm35,254unitsto34,992units.

Bulldorr Expror Llqulddlng

Buildcn Erprcss, San fuitonio, Tx., is liquidating unda Chapcr 7 of the U.S. Bankruflcy Codc following failure of a prcposcd salc of assets to Reprisc Capitol, Wcstbury, N.Y. Clarksvillc, Tn., and l.ongview, Tx., storcs are liquidating. The Topelo, Ks., storc was closcd eerlier in the year. President Jud Walford was unavailable for fuithcr comment.

Arc Your Drivcrs Lcgal?

A Commercial Driver's License is now required for anyonc driving a commercial vehicle over 26,0(X) OVW.

Drivers of trucks hauling lumber and building materials are included and sutject to fines of up to $5,fi)0 if they are not properly licensed. Deadline for obtaining the license was April l, but according to the Federal Highway Administration, 1.5 million drivers were still unlicensed as 1992 began.

The test while not difficult requires preparation. Many building material dealers and wood products associations as well as the American Trucking Associations are able to help with study courses or workshops.

CUSruM FRAMES. Itt

When it comes to sizing up door frames, nobody fits the job like BMS. If you can spec it, BMS can deliver it. And that's a prcmise you can hang your door on. In just l4 yeam, BMS has built a reputation

for pmducing top quality frames at nrck bottom prices. It's a rcputation that hinges on quality frames, fast delivery fair prices, and perhaps the most important element - cusiomer service. That means fiom fast turnaround to split shipments, your frames arc just a phone callaway. No matter how you look at it, that's an open and shut case 0f getting your money's worth. Give BMS a call and see for vounelf.

ou need the rrghttools towork I on'your lumber sales. lbols to train yoirr employees to understand lumbbrgrades arid sizes. Tbols to counsel your custorners on lumber for theirhome projects.

We have a complete toolbox of Southem Pine salis aids: Do-ityourself construction plans, a trainirg vidm on lumber how-to booklet and brochures, and a poster that showshow to select treatedlumber for any outdoor application.

Theres also clip art foryour local advertisirg, and span tables to keep vou up-todate on the new nauoniflumber desigl values. Reach forthe riiht tosls to work on lumber sald at vour home center or retail store. Send forour free Southern Pine Toolboxbrochure today.

SupaTimber' Makes It Last!

SupaTimber's built-in protection deters rot, decay and termite attack to add years to outdoor projects. It's the attractive, clean and odor-free pressure-treated lumber with strong sales appeal. It can easily be painted, stained, or sealed with water repellents. There's excellent collateral sales potential with SupaTimber products. Look for the complete line of SupaTimber deck accessories and outdoor specialty items! And, for extra value your customers will appreciate, SupaTimber features the best guarantee in the because SupaTimber pressure-treated lumber is produced only under strict, third party, quality control requirements. So, whatever the project, SupaTimber's the versatile dream builder that lasts!

industryl That's

It takes a special nailto provide long and dependable fastener service, and to perform etfectively over the extended life of pressure{reated wood projects. Maze Stormguard "PTL' Nails are actually dipped twice in molten zinc to insure a thick, uniform coating that protects the nails from prematurely rusting and spoiling treated wood structures.

These slim shank, high quality nails havethe kind of zinc-coating recommended by producers of wood preservative chemicals. So play it smartfor "PT!' wood, use Maze Stormguard "PTIJ' Nails! WRITE

:iTo('K

Adequatc supply and selection arc nceded to acconrn'lodate custonrcrs. llaving thc right lirstencr assists in the sale of' many relatecl products. l;ull service, one-stop shopping dcpcnds grcatly on lirstener accessories and conlponents. Since labor is the most expensive aspecl of'any job, both honreowners and contractors concerned with expense go to f ull service stores for lastener needs.

PROI)U(lT KNOwLhIX;E

Trained personnel who know what they sell and how the products should be used are inrportant. They musl be able to recomnrend products. They also must be able to sell up by suggesting the newest fastener products and components. ['.xample: when customers buy bolts, they generally need nuts and washers as well or driver tips and screwdrivers when buying screws.

MERCHANI)ISING

Access to products must be simple and easy for customers. Merchandise to accommodate them. E.xample: contractors buy piece lots. Prepackaging is a deterrent to contractor sales while it is useful and important to a homeowner sale. In some stores a combination of bulk and prepackaged fasteners can be used.

Story at a Glance

Advice on stocking for full service, onestop shopping, educating personnel, buying comfort level ways to usevendorsup port, how to make profit without losing competitive edge.

tJlOo

iFt#

VllNI)OR STJPPORT

ln-storc service lionr vendors is necessary in a complicated departnrcnt such as lhsteners. A vendor should supply product training to hclp personnel bcconrc experienced lasteners salespeople. A vendor's ability to ship conrplete orders in a tinrely nranncr is another important requirement.

SIN(;Lli SOLJRCE lluYlNG

I)eal with as few sources as possible within the fastener department. Not only do you become more important to the vendor, he becomes more important to you. Fewer orders from separate sources result in l'ewer bills with less paperwork which helps to reduce costs. Generally, it is less expensive to buy from a single source. Example: many short line suppliers have low price leaders on common items, but premium prices for unpopular items. A total order cost should be a deciding lactor in selecting a source. In many cases you will find your entire order less expensive without low ball items offset by inflated prices on others.

PRICING

Being competitive is important, but being profitable is more important. Very few customers do price comparisons on fasteners so it's more important to have product than the lowest price. A store can become more competitive by buying popular items in bulk cartons. This can save up to 250ft. If small quantities are sold at regular price levels, profits increase. Larger sales also can be discounted from the same inventory.

Tlrese suggeslions.lbr making a store's /astener department and salesperson more ellicient and pro./itable were adapted.from advice by Pat Gratlan, president o/'Dave Grallan and Sons, lnc., Irwindale, Ca.editor.

$ Crafted Deck Components

T manufactured, distributed and marketed by Universal Forest Products.

*PRO-WOOD PLUSru, A Water T Repellent Pressure Treatment.

* N.or Merchandising Program

T takes customer from product introduction through finished proiect ondmaintenance. the' yo{l stock,

Positive Promo For Lumber

Wood products manufactured in Oklahoma will be on display in a year-long forestry exhibit at Enterprise Square in Oklahoma City.

Over 70,000 persons visit the $15 million showcase for economic education each year on the Oklahoma Christian College campus. The forestry exhibit shows the treeharvesting process and manufacturing of finished products.

Oklahoma Lumbermen's Association participated in arranging the exhibit with Lowell Dillon, Hope Lumber Co., Edmond, representing them. The exhibit includes a display of the OLA logo and a list of its members providing wood products.

WOOD PRODUCTS manufactured in Oklahoma will be on display at Enterprise Square, Oklahoma City, Ok., until October 1992.

The anatomy of an efficient yad

By Wdly Lynch P.A.I.D. Associates

rJ HERE are lumber and building I material dealers in this country doing from one to four million dollars in sales permonth from facilities occupying less than two square acres. A preponderance of .these high volume operators is known to us under the name of Home Depot or something like that.

When one thinks about it, the stores are really two acres of lumber yard in an air-conditioned box. Therein lies the secret of an efficient yard.

They and many other successful retailers have recognized, and put into being, that the only purpose of their facility is to profitably serve their customers. The size, the shape, and the configuration can vary if the facility effectively serves its purpose.

Retailers are in the business of managing inventory as it passes from producer to consumer and getting paid for their efforts. Those who have 20,000 square feet underroof and 60,0(X)square feet of yard have to treat all 80,000 square feet like one showroom. All merchandise has to be accessible, easy to locate and presented in reasonably pleasant sunoundings.

Ifthe housekeeping is good, people will want to come back again and again, particularly if they find what they are seeking.

Aside from having the right assortments, the merchant needs the right quantities at the right time. The days of inventories appreciating on the shelf are gone. Turnover and cube utilization are vital regarding products. Whether it's a box or a yard, that's where each retailer must provide for those products and services they will provide to their customers.

Products have more visibility than service and each one must go on a similar journey through the retailer's sales process. Four things happen to every item sold from the yard. Everything must be received, stocked, picked (when sold) and loaded (tumed over to the customer). The process starts with a purchase from the supplier. This sets three activities in motionwhere the merchandise will go, how often it will be ordered, and when it should be received.

The receiving process should be timed to the need for ongoing product availability to the customer. The shipment should be received with no interference with customer needs, and with consideration for demurrage costs.

GOOD HOUSEKEEPING keeps people coming back lo a store.

The stocking process addresses accessibility, protection from the elements, security, and cube utilization. Merchants operating in smaller areas will often inventory and order merchandise every week. Thus, some lines are turning 25 to 26 times annually accommodating about two weeks of anticipated sales as opposed to inventories managed to turn over four times a Year.

Storyat aGlance

How to be efficient regard- 'less of size or shape of store or yard...techniques for moving merehandisethrough receiving, stocking, selling and delivery to customer.

It's not the physical size and configuration of the facility that's important, but how management chooses to move merchandise through the sales process. The way merchandise is stocked dictates how it is "picked" or obtained for the customer.

Obviously the choices are by hand or machine. Either way "loading" goes

on in every yard or box either to a customer or a delivery vehicle. Certainly each of these four activities of receiving, stocking, picking, and loading vies with the others for space, manpower and time slots in which to accomplish the needed tasks. This requires management to manage these ingredients no matter what people and assets they employ.

Numerous service oriented activities go on at every lumber and building material dealer's place of business. These too musthave space, manpower, and timely execution. Some of the most frequently observed services: Special Orders. These go through regular handling plus having to be set aside while awaiting the customer's pleasure. (A special area and possibly people may be required.)

Product Assembly. Some merchandise bought and received must be assembled for display or for a fee at the customer's request. Repairs and Returns. Products which must be repaired locally or returned to supplier or held for inspection and disposition.

Delivery. This generally requires a staging and preloading area. (A good trick is to build a platform the size of your

truck beds or mark the ground as a guide. Preload in either area exactly as you want to load the truck.)

Production. Items such as countertops, trusses and pre-hung doors manufactured within the yard.

Equipment. Space, manpower and management for forklifts, trucks, trailers and conveyers and their maintenance.

The efficient yard is not a physical dimension, a state of being, a group of buildings or a destination. It's more a lifetime journey through sifting sands. The objective is maintaining pleasant surroundings for all who would buy our wares while passing product to them competitively and profitably for the company. The activity is simple with only two dimensionspeople and assets. Simple, but not easy.

For Special Needs in Treated Wood

Urgent delivery? Tough{o-find items? Sales promotion?

Pattern lumber? FDN, FRTW, TS0, KDAT? Reman?

Wolmanized@, Dricono, Wolmanizedo ExtratM, Dean Deck?

Obituarles

Ewell M. 'Buddy" Rawles, 68, vice president and treasurer of Rawles-Aden Lumber, Suffolk, Va., died March 3, 1992,in Norfolk, Va.

A native of Portsmouth Va., he worked in sales for Addington-Beaman Lumber Co., Norfolk, before starting his own wholesale office, E. M. Rawles Lumber, in 1957. In 1959 he merged with Virginia Oak Flooring Co.'s Petersburg, Va., distribution yard run by Alan Aden. They formed Rawles-Aden Lumber, later adding the Suffolk office.

Everette Cupit, 65, director of purchasing for Causeway Lumber Co., Fort Lauderdale, Fl., died of lung cancer March 3,1992, in Miami Lakes, Fl.

Born in Crowville, La., he moved to Florida in 1947, joining Bailey Lumber Co., South Miami. In 1968 he became purchasing director for Mack Industries, Hol lywood, Fl., and joined Causeway in 1972.

Mr. Cupit was l98l-1982 president

of thc Florida Lumber & Building Material Dealers Association, 1982 FLBMDA Lumbermanof the Yearand past president of the Oreater Miami Hoo-Hoo Club.

Robcrt Morrie Jr., 6l , president of Durham Building Materials, Jacksonville, Fl., died Feb, 5, 1992, in Jacksonville.

Born in Jacksonville, he joined his father's firm, Carolina Lumber Co., Jacksonville, in the late 1950s, purchasing Durham Building Materials in 1969.

Joseph Clay 'J.C.' Hebert, 71, president of West Side Materials, Port Allen, La., died Feb. 19, L992,in Baton Rouge, La.

Mr. Hebert joined the just-founded company in 1946 and remained active on a daily basis until surgery last summef.

Richard E. "Bill Duerr,78, owner of Duerr Lumber Co., Louisville, Ky., died Feb. 14,1992, in Louisville.

A lifelong resident of Louisville, he started his own company in 1954 and concurrently represented Lebanon Oak Flooring Co. in the region.

Phony G radestam p Convictions

From an exclusive source, Building Products Digest recently learned of the convictions of two individuals representing ownership of two North Carolina wood products companies on criminal felony violations of the Federal Trademark Counterfeiting Act of 1984.

Although sentencing involved stiff fines and a five year probation, the Counterfeit Act states: "Section 2320Whoever intentionally traffics or attempts to traffic in goods or services and knowingly uses a counterfeit mark on or in connection with such goods or services shall, ifan individual, be fined not more than $250,000 or imprisoned not more than five years or both, and if a person other than an individual, be fined not more than $1,000,000 ." Additionally, civil judgments against guilty parties allow for the awarding of treble damages to the trademarkowner.

The September 1991 convictions were the result of an extensive FBI probe, initiated in 1986 afterdiscovery by Timber Products Inspection, Inc., of a counterfeit lumber gradestamping scam which infringed on the federally registered trademarks of both TP and the Southern Pine Inspection Bureau. Lumber bearing the bogus gradestamps

was significantly below the grade indicated by the gradestamp.

Reached for comment, a representative of Timber Products Inspection, Inc., said, "TP is unable to elaborate at this time, because of its initiation of civil litigation and continued investigation."

"Timber Products Inspection, Inc., will continue its aggressive policy of vigorously protecting the integrity of the TP trademark against counterfeiters and unauthorized users of the TP symbol of quality. TP will continue promoting and protecting the interests of the entire wood products industry by helping other American Lumber Standards Committee approved agencies in cases involving trademark infringement and misuse," the spokesman continued.

Earth Day Celebration ldeas

Earth Day April22 is not for environmentalists only. Lumber and building material retailers can use it as an opportunity to promote the environmental stewardship of the forest products industry.

^GnEAT bOUTHERN A AND ^L)SMOSE, HROTECTING AMERICA

r#

D.

Osmose Wood Preserving, Inc. is the only Americon owned supplier of CCA-C preservotive. And we ol Greoi Southern ore proud to produce the high quolity Osmoseo pressure treoled wood products thol hove become Americo's choice.

Togefher we ore protecting Americo's ouldoor inveslments with Americo's wood.